This guide explains the strategy of Value-Mapping, one of the most valuable marketing strategies that RSM Federal teaches its clients. Value-Mapping is a step-by-step process for collecting contract, customer, and project data to improve differentiation and communication of competencies and value across all industries and verticals. Most companies position their capabilities Ad Hoc and fail to communicate the true value they provide. Proper value-mapping doubles the level of benefit and value that prospects and teaming partners perceive, helping businesses win more government contracts.
This guide reveals how companies make critical mistakes by leading with their size and certifications rather than demonstrating qualifiable and quantifiable value to their customers. Using real-world case studies, this overview shows how value mapping creates explosive acceleration in how you position for government sales. The value-mapping process forces companies to evaluate their past performance beyond surface-level metrics, discovering hidden value like undocumented agency relationships or expanded system integrations that dramatically strengthen their market position.
This guide is the first of six supporting resources needed to effectively facilitate the Value-Mapping process. The RSM Federal Sales Training Center provides this foundational strategy as part of their market-leading government education and training, helping entrepreneurs and business professionals cut through conflicting online information to win government contracts with proven, actionable strategies.
Complete Value-Mapping Resource Series:
- Value Mapping #1 – Overview
- Value Mapping #2 – Supporting Questions
- Value Mapping #3 – Matrix Example and Template
- Value Mapping #4 – Example 1 Who We Are
- Value Mapping #4 – Example 2 Who We Are
- Value Mapping #4 – Example 3 Who We Are
