Start With Why Part 5 Chapter 11-12

Why is the basis of the Value Proposition for the customer.As a proposer of a product/solution you need to understand the Why of your company and the Why of the customer.The alignment of the 2 Whys will increase your probability of win (Pwin).This book does not discuss applying the Start With Why concept to the acquisitions process or proposals. I submit the concept for leading with Why are directly applicable to shaping the competitive environment, creating discriminators, and keeping your proposal content focused.

In Part 5 Sinek covers the Why of several companies and the struggles they have had with keeping their Why as part of their business approach.Companies (especially technology companies) will tend to focus on the how and the what and loose focus on the why.I submit engineers are more interested in the how and the what.As a capture leader you may find it difficult to develop a Why statement and inspire the team to stay focused on it, since most of your team may want to get to the what and how first.

List the initial Why for each to the following companies

Walmart, Microsoft, AOL, Dell, Southwest Airlines, Bridgeport Financial, Honore Construction, Apple, Starbucks, and Costco.

During the capture and proposal processes loosing the focus on the Why (Value Proposition) will result in a poorly written and incoherent proposal.Using the value proposition as the baseline for win themes in your customer interactions and the proposal will create consistent and clear message to your customer resulting is a proposal/offer that is easier to evaluate and set your offer apart from the competition.Your Why and how it connects to the customer's Why should be clearly stated in the executive summary.Each of the volumes (technical, management, costs, past performance) of the proposal should belinked to and consistent with the executive summary.

Pick5 of the companies of most interest to you and discuss the challenges they had with their Why and the impacts associated with those challenges, and how those challenges were addressed.

Refer the book simon sinek start with why

answer the question for 5 companies atleast above mentioned