Episode 8 - A Value Engineers View of Discovery
In this episode, we break down and discuss the traditional view of a PreSales professional in terms of discovery and consider how a value engineer would approach discovery. By understanding business value, return of investment and investment summary, you will better understand why some customers need to understand anticipated returns and certainty. The principals of value engineering are critical to the current climate where every investment decision is scrutinised in greater detail, and this all starts with asking the correct questions at the discovery stage of the PreSales cycle. Feedback welcome as always and any topics for upcoming episodes, please drop us a message!