Value Engineering

Defending value over price and countering deal slippage.


Ian H Smith

In any high-value, high-touch sell, two values entered into a Sales Forecast matter most: Opportunity Value and Close Date. But they are also the two things that are all too often wrong. Is this a problem for you?

If so, the best way to maximise the former and reduce the latter is to apply Value Engineering to every Opportunity engagement between buyer and seller. Let me show you how this can work for you and your market-facing teams and embedded in Salesforce Sales Cloud.

Value Engineering enables your sales teams and prospective buyers to Defend Value Over Price and Counter Deal Slippage. This means engaging in an open Mutual Value Discovery process between buyer and seller. It is also where Value Engineering means the creation of a ROI Model.

Underpinning a ROI Model is theTime-Based Value of a particular Value Proposition - calculated as the buyers' Cost of Delay or the Cost of Doing Nothing. In a high-value, high-touch sell, this provides a vital counter-arguments to Deal Slippage and also to Defend Value over Price.

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ROI Modelling Applied

The ROI for a Value Proposition should have a quantitative calculation for comparing Current State (As-Is) with Future State (To-Be). The resulting ROI Model becomes The Case for timely purchase of the Value Proposition. This must be a win-win outcome for both buyer and seller.

Value Engineering can embrace both the tangible Economic Basis of Decision and the intangible Emotional Basis of Decision from a buyer perspective. Although ROI Models are built on financial numbers, a more subjective calculation related to supplyside brand and related risk can be added.

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Salesforce Embedded

The ROI Model can be created for each product or service by adding our Component to your Salesforce Sales Cloud. This is where an Opportunity Value may be generated from a ROI Model output and validated in a Mutual Value Discovery between buyer and seller.

At Being Guided we tailor each product or service ROI Model and embed this seamlessly into your Salesforce Sales Cloud Org. This is accomplished over a 2-4 week timeline per ROI Model, through a series of hands-on 1-hour Workshops via Google Meet.

When buyer and seller come together to go through What-If Calculations, what follows is Win-Win Value Outcomes. This enables the two most important Field Values in Salesforce to be calculated via the ROI Model and Mutual Value Discovery: Opportunity Value and Close Date.

Getting Started

The outcome is a more Reliable Sales Forecast for the seller and a Validated Purchase for the buyer. At Being Guided we deliver each ROI Model as a Salesforce Component, in exchange for highly-affordable fixed-price fees.