There’s very little clear guidance or tools available to help bid teams to develop value propositions. Bearing in mind that research suggests that only 14% of a seller’s unique benefits are actually seen as such by buyers, our partner Strategic Proposals decided to embark on some research to delve deeper in to value. Their aim was to try and help organisations to answer the ‘So What’ question better. This paper, written by Jon Williams and Graham Ablett is the result. It’s a fascinating read and explores all the different ways that a buyer looks at value and provides you with thoughts and ideas to help ensure you build these in to your proposals and presentations.