A working session for defining, stakeholder by stakeholder, the exact problem your product solves and the measurable result you deliver over the status quo.
Work through every stakeholder even if a couple feel like a stretch — the ones that feel hardest to fill in are usually where the value proposition is weakest.
Write down what each stakeholder needs before they'd say yes. Then don't overthink Round 1. Write the status quo problem and the result you believe you deliver, in plain language, even if it's rough.
Come back — ideally with a colleague or the client in the room — and read Round 1 out loud. Where does it sound vague? Where would a skeptic push back?
Rewrite the problem and the result as single, specific sentences. A real number beats an adjective every time.
Once every stakeholder page is refined, pull the Round 2 answers into the one-page summary at the end. That grid is your value proposition, stated once for every seat at the table.
From the ICP & Anti-Profile Builder, click “Copy ICP for other tools” and paste it here: your buyer, setting, and pain show up as a reference while you write, and you can add that buyer as a stakeholder. To pick up a worksheet where you left off, paste the text from “Copy worksheet to pick up later.”
Seven seats is a starting point, not the whole table. Add anyone whose yes (or no) matters for your product: a value analysis committee, sterile processing, IT and security, purchasing or a GPO, referring physicians.
Pull each stakeholder's needs and Round 2 answers into this grid (the button below does it for you). Read down the last column — if it reads like a list of real, provable outcomes, the value proposition is ready to pitch.
| Stakeholder | What they need | Refined problem | Refined measurable result |
|---|
Nothing on this page is saved when you close it. Use Export (top right) for a Word, Excel, or PowerPoint copy, and Copy worksheet to pick up later if you want to reload it here. You'll revisit this worksheet in Customer & KOL Engagement, after your feedback sessions.