cvmlisted

Drives pre-sale client engagement using IBM's Client Value Method (CVM/CVeM). Walks the user through UNDERSTAND → EXPLORE → DEVELOP → IMPLEMENT → CONFIRM phases and produces CVM work products — Opportunity Plan (Opportunity Info / Assessment / Buying Behavior Planner / Win Plan / Value Selling Top Sheet), Decision Support Plan, Solution Framework, Account Plan, and CVA-T/CVA-R. Applies Buying Behaviour (Value for Money / Trusted Supplier / Innovation Partner) × BTT to shape response. Use when the user asks to plan an opportunity, fill an Opportunity Plan, develop a Value Proposition/Top Sheet, run a Decision Support Plan for a Key Decision Leader, score buying behaviour, build a Win Plan, or mentions CVM, CVeM, Client Value Method, Opportunity Plan, Decision Support Plan, Solution Framework, Value Selling Top Sheet, CVA, Compelling Reason to Act, IBM Unique Value, Win Themes, BTT, Key Decision Leader, Difference Makers, Client Value Deal Management.
deeparchi-ai/Deeparchi-CVM · ★ 0 · Code & Development · score 72

Install: claude install-skill deeparchi-ai/Deeparchi-CVM

# CVM — Client Value Method Use this skill to drive an IBM Client Value Method (CVM) engagement. CVM is the **selling/engagement** framework that aligns sales and delivery teams to define, propose, and deliver what the client needs, values, and expects. It complements TeamSD (solution-design side) — together they cover the full pre-sale through post-sale cycle. ## Core mental model Five CVM phases, each with a progress indicator: ``` UNDERSTAND ──► EXPLORE ──► DEVELOP ──► IMPLEMENT ──► CONFIRM VALIDATED QUALIFIED WON COMPLETED NEW OPPORTUNITIES ``` Each phase has a **Difference Maker question** — the one that drives client preference for IBM: | Phase | Difference Maker question | |---|---| | UNDERSTAND | Does the client have a **compelling need to act now**? Do we know it? | | EXPLORE | Do you know the client's perception of **IBM Unique Value**? | | DEVELOP | Is the **value proposition** for the solution strong enough? | | IMPLEMENT | Are we **delivering** what the client is expecting and IBM has contracted to do? | | CONFIRM | Will the client's **use of the solution** add value to their business? | Three buying behaviours (per opportunity, not per client): - **Value for Money** — specific tech/service at competitive price, simple, efficient - **Trusted Supplier** — best-in-class + integrated + one client-focused team end-to-end - **Innovation Partner** — customized, complex, strategic, high-impact, deep relationship BTT (1–5) rates size/complexity