The Value Proposition Test

A two-page fillable PDF that converts a value proposition into claims a buyer can actually score.

Procurement takes a proposal apart into claims, and against each one it needs a unit, a number, a method of measurement and a consequence if you miss. Anything that will not convert is moved to the column marked qualitative, differentiators, or nice-to-have. That is where you are not counted, and your bid then gets scored on price and delivery date.

This is the instrument that does the conversion before they do.

WHAT'S INSIDE

The conversion grid — claim, unit, number, who measures it, how often, and what happens if you miss. A claim that stops before the last box is a forecast.

The remedy ladder and the exclusions checklist — because an unbounded commitment cannot be priced, and your own finance team will refuse it, correctly.

The six tests — units, custody of the number, consequence, exclusions, transferred risk, and the hostile read. Give it to someone paid to say no.

A worked example — one proposition before and after, with a number the seller can fail every month against data the customer controls.

Instrument No. 06 of The Assignment, published Monday 2 November 2026. A new task every Monday.