PSC Glossary

“W” Questions Organizer: Ensures you remember to chase answers for the key issues: What, who, why, when, where, how? – this is the way to understand the value of the prize.

Progress Indicator: Shows progress through the stages of each opportunity and ensures readiness to move on. Helps managers assess status in a moment.

Project Map: Priorities and People mapped into one unique display, so you can determine where you are strong and where to focus the engagement. Automatically updates with every change made.

Review Checks: Space for (optional) internal review to ensure progress is being made on the opportunity.

Priorities and Value Analysis: Define what matters objectively and consistently so you can focus on what is really important to align effectively and win!

People in Buying Cloud: Customer individuals you can profile, who may be connected with this project. More simplifies evaluation and engagement with a large customer.

Competition Comparison: Objectively map Priorities and Value for you and your leading competitor. Helps evaluate your competitive edge for pricing power

Tender Map: A plot of tendering process flexibility versus level of differentiation. Helps in determining tender strategy and pricing power

Auto-update Organization Chart: Draws a structured organization chart from your Buying Cloud. Automatically updates with each change. Helps determine how well engaged you are.

Project driven “W” Questions Filter with Manual Override: Automatically un-hides only the appropriate “W” questions for the project as you have defined it. There is a manual over-ride so that “Must have” questions always appear

Project Map/Org Chart customizer: Allows user to define how much information is displayed on Project Map and the Organization Chart to aid interpretation/ease of reading.

Opportunity Optimizer: Takes the project, customer size and importance and scales the recommendations on how to approach the opportunity; ensures optimal sales effectiveness.

People Cloud advisor module: works with Opportunity Optimizer to ensure optimal coverage of customer organization. Recommends on breadth, depth and seniority of engagement.

Alignment Analysis Module: Applies objective criteria to indicate how well aligned you are with the customer for this project; use it to inform the level of pricing power you have.

Tender Strategy Reviewer: Decide your tender response strategy on the basis of what (and who) you know and the level of flexibility you have.

Sales effectiveness evaluation: Guides you on where you are expending the right effort, where you are probably wasting effort and where you could usefully concentrate.

Days Trial Licence Duration: Number of days unlimited use you can make of the fully featured trial version of each version of PSC.