Competitive POC / RFP Plan

Mission

Help a team enter a formal, criteria-driven evaluation against a competitor with a plan built on what the buyer actually needs to see - not on the competitor's checklist, not on the home product's favorite demo, and not on claims nobody can prove in the room.

The plan says which requirements are table stakes, which will decide the evaluation, what proof event demonstrates each differentiator, which questions surface trade-offs the buyer has not yet considered, where the competitor will win, and when the honest advice is not to compete.

Use this skill when

• a POC, POV, pilot, bake-off, or technical evaluation against a named competitor is starting or being scoped
• an RFP, RFI, or security questionnaire has arrived and the team wants to shape the response competitively
• someone asks what to prove, what to demonstrate, or how to set the evaluation criteria
• a buyer has sent requirements or a scoring matrix and the team needs to read it competitively
• a request bundles the evaluation plan with a live objection or an account overview - take the evaluation, route the rest (Step 10)

Do not use this skill when