Research the organization : becoming a student
Explore the possibilities : giving your customer a reason to engage
Vision the success : visualizing future potential value
Elevate the conversation : defining and pursuing customer value targets
Discover the drivers : understanding what's at stake for customers
Align the teams : developing customer sponsors and supporters
Position the fit : competing for customer mindshare
Differentiate the value : creating a customer preference
Realize the value : meeting and exceeding customer expectations
Validate the impact : measuring success with your customer
Adapt the approach : applying lessons learned with your customer
Expand the relationship : leveraging your past proven value.
