Value Selling Framework
Six-step repeatable methodology automated by AI — from business canvas to pitch-ready assets.
AI POWERED
The AI Pursuit Agent automates all 6 steps — generating value props, talk tracks, and pitch assets in minutes instead of days
Framework / Outline for Value Selling
1
Business Canvas Summary
Our Business
Comprehensive view of BrandSafway's business across Commercial, Industrial, and Infrastructure markets with 340+ locations in 25+ countries.
3 end market segments
40,000+ employees globally
340+ strategic locations
$5B+ revenue
25+ countries
2
Customer Value Chain
Their Business
Deep understanding of the customer's 7-stage value chain from strategic planning through lifecycle renewal.
7 core lifecycle stages
Entry point identification
Integration opportunities
Customer pain point mapping
3
Value Prop for Customer / Segment
How We Impact
Scope-specific value propositions grounded in the client's value chain with clear ROI impact.
Customer segment + end market alignment
Service-to-need mapping
Project type matching
Geography & delivery model
Competitive positioning
4
Sales Value Story Framework
How We Talk About It
Repeatable talk track methodology for consistent, compelling value communication.
Core Promise/Offer
Story pillars
Proof points
Key differentiators
Competitive landmines
5
Key Differentiators & Value Adds
Specific Items in Value Channels
Concrete differentiators: broadest product portfolio, 40,000+ employees, ENR #5 ranking, industry-leading safety.
Broadest product portfolio
ENR #5 specialty contractor
Industry-leading safety (EIS)
Engineering & BIM capability
Multi-service integration
6
Pitch Slides
Capabilities, Proof Points, Thought Leadership
Ready-to-use pursuit assets with project proof points and thought leadership content.
Capabilities overview
Iconic project portfolio
Technical win themes
Client testimonials
Talk Track / Outline
Core Promise/Offer
The central value statement
Pillars of Story
Key themes supporting the promise
Proof Points
Evidence from projects and data
Differentiators
What sets us apart from competition
Landmines
Competitive objections to address
Focus Areas
Levers
Focus
Pro Forma
Assess / Analyze — Competitive Positioning
Who's in the game?
Identify all active competitors in the pursuit landscape
SWOT?
Strengths, Weaknesses, Opportunities, Threats analysis for positioning
Entry points?
Key access points and relationship leverages into the opportunity
Challenges we can solve?
Client pain points and operational challenges where BrandSafway delivers
Customer Lifecycle — Value Mapping
Value Chain
Value Prop
SWOT / Gaps
FID / Strategic Planning
Concept Design, Dev
Procure / Contract
CSU, Handover
Reno, Exp, Renewal
Commercial Capabilities — Slide Deck Components
Constructability / Solutioning
Engineering & BIM
- 3D Engineering & BIM
- Collaborative Solutioning
- Product Development
- Application Engineering
- Virtual Planning
Detailed Planning
PM/PC/Schedule
- PM/PC/Schedule
- Facility Run-time Optimization
- Cloud ACC Systems
- Workforce Planning (WFP)
- Logistics & Staging
Capabilities Portfolio
Full Service Breadth
- Scaffold & Access (15+ systems)
- Forming & Shoring
- Fireproofing & Insulation
- Industrial Coatings
- Rope Access & Specialty
- Digital Worksite Solutions
Strategy / Commercial
Multi-service Delivery
- Multi-service integration
- Need-based solutions
- Leverage & synergies
- Skilled labor & CBAs
- Market-leading scale
- Shared-service model
- Performance-based contracting
Execution Excellence
Workforce & Delivery
- 40,000+ skilled workforce
- CBA & PLA compliance
- Rapid mobilization
- Logistics & staging expertise
- Technical staff & run-time support
- Industry-leading safety record