Answer the questions each buyer brings
The person funding a project, the team operating it and the reviewer approving access need different evidence. A useful proposal makes each person’s decision easier.
Economic buyer
Needs to see the cost of the current task, the proposed change and the evidence that would justify an investment.
Technical buyer
Needs to understand system access, maintenance, tests and who handles a failure.
Risk gatekeeper
Needs the permission map, approval steps and records that demonstrate how important decisions are handled.
Bring the right evidence to the conversation
- Describe the exact task and the result the business needs
- Show how the result is tested and who approves the next step
- Explain how the team handles errors, maintenance and changes