Page 59 - CHCS

Supporting Student Notes:

Supporting Point 1: Always focus on the hard benefits first, and use the soft benefits to support the hard benefits. This way, a baseline is set (hard
benefits) on which the soft benefits build. The other way around is akin to building a house on soft foundations.

Supporting Point 2: Addressing the Business Objectives only provides a Generic solution, which is ‘core’ to the customers needs. If you can’t
achieve this, then you need to rethink your approach, e.g. ‘divide & conquer’, or ‘change the goal posts’
Addressing the Business Impacts will meet the ‘Expected Requirements’. Although these may be not explicitly stated, this is what the customer would
expect you to do (and the competition for that matter)
Adding Value can make a difference – this is the ‘complete package’ approach, and can produce a much higher ROI. E.g. maintenance contracts,
licensing advantages, financial packages, etc

Supporting Point 3: The real differentiator is the ‘Potential’ that a solution can unlock. Identifying the business benefits that are unstated by the
customer – here you will exceed their expectations