MP 3: Cement Solution

The third Measurable Phase (MP) consists of six steps. The first three occur before you meet with customers; the next three take place during your meetings with them. Again, memorizing the steps is not important. Just remember what you are trying to accomplish. When you present products that meet their conditional commitments, you value-earn purchase orders and long-term customers. (See Exhibit 7-1.)

Exhibit 7-1: MP 3— Cement Solution (before presentation).

Note

You will continue to follow the two case studies from the previous chapter for these last two Measurable Phases. Steven Smartsell and Olivia Ontime highlight the business-to-business concepts while John Peters and Brian Walters focus on the business-to-consumer ones.