Value Differentiation

In the closure stage of any engagement, you must ensure that the added value is clearly understood and communicated to the client and the end consumer. The notion of recency is paramount at this stage, in that their lasting memory of you and the consulting engagement will be heavily influenced by the final messages and signals that you send out. Hence, you must ensure that the message of positive added value is included in all interactions with the client.

However, in many cases, just offering the customer a review that sets out the value delivered is not sufficient. You must ensure that the closure process not only reinforces what you have delivered but how it stands apart from what the competitor might have delivered. The art of the closure is on reinforcing the factors that differentiate your outcome from that your competitors as well as confirming what might be perceived as the commodity element of your proposition.

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