In Chapter 6 we introduced Value-Sheets as a mechanism for working with buyers to collaboratively develop approaches to their challenges. Collaboration is a core principle of the I Owe U approach. Solutions to challenges are worked out jointly between the seller and the buyer, with mutually beneficial goals. Proposals are often not needed or are a formality.
In the table below, we compare the characteristics of a traditional proposal versus an I Owe U approach (where any final details are discussed in a face-to-face meeting) or Value-Sheet. It makes a strong case for avoiding formal proposals.
|I Owe U approach or Value-Sheet||Traditional formal proposal|