Stage View |
Demand Generation
Prospect
Qualify
Develop
Solution
Proof
Close
Deploy
Support
Establish and t...
Identify, meet,...
Confirm that po...
Identify proced...
Determine resou...
Evaluate and se...
Validate or neg...
Establish oppor...
Develop opportu...
Develop evaluat...
Validate evalua...
Propose evaluat...
Confirm verifia...
Key Step:
| Propose Eval Plan to Power
Rationale:
| The Evaluation Plan creates shared ownership of the buying process by formalizing what the Power Sponsor needs to see in order to make a buying decision. It helps the V-Team control the buying process and gain incremental Power Sponsor commitment.
| Guidance:
The Evaluation plan is a customer facing document that proposes a series of steps necessary for the power to make a buying decision. It is sent to the Power Sponsor at the end of the develop stage with an accompanying Power Sponsor letter (see Authoring a Sponsor Letter for guidance). Below are two useful set of considerations to keep in mind when presenting the Evaluation Plan to the Power Sponsor: The Evaluation Plan must create a sense of mutuality. This means that the client must have some sense of buy-in for the Evaluation Plan to be successful in taking the client to the point of closure. Send the Evaluation Plan mark as "DRAFT" for review by the Power sponsor. The most effective Evaluation Plans are ones to which the client makes changes. Making changes to the document increases their sense of ownership. Be cautious if the client seems to give little attention to the details of the Evaluation Plan.
Samples & Templates:
Documents for this Key Step include: |
Links: