Selling points are developed by the sales team as they learn more and more about the customer’s problems, needs, fears,  and wants. It is the foundation for the customer solution presented in the proposal.

Customer Requirement	Source of Requirement	Selling Points	Proposal Section
Contract start up will be accomplished without any disruption of operations and service performance	Meeting with agency CIO RFP Section X.XX	Exclusive agreements with incumbent contractors Experienced staff in place and working on Day 1 Seamless performance Open key positions and who will fill them Proposed staff members Commitment to staff availability on Day 1	Executive Summary Technical Approach Personnel Corporate Experience (describe successful large scale Infrastructure projects)
Customer wants a Contract Manager that they know and can trust	Meeting with agency CIO Meeting with H Maynard Meeting with N Olson	J Ellison, our Contract Manager has worked at DOA and is know and trusted by agency management Describe DOA project experience List key performance results while at DOA	Executive Summary Technical Approach Management approach
Help desk response time will be reduced from __ to __	Meeting with agency CIO RFP Section X.XX Meeting with Help Desk Supervisor	Knowledgebase will be implemented New knowledgebase software Conversion form current system Improved knowledge quality and accessibility PMS will use performance statistics from helpdesk software to measure response time Describe performance reports Frequency and availability to agency management	Executive Summary Technical Approach Executive Summary Management Plan
Help desk service quality will be improved	Meeting with agency CIO Meeting with Help Desk Supervisor	Quarterly training program will held in Corporate Computer Training Center Who will attend When will they attend Impact on operations Curricula and software End users will be invited Training will be conducted by system developers	Executive Summary Technical Approach