Assessing the Customer Business Issues

Look at the customer requirement and ask searching questions about why the customer will buy from a business point of view. Here is a checklist.

What is the customer’s business objective for this campaign?
What critical success factors declared by the customer does this campaign address?
What benefits both tangible and intangible will the customer derive form a successful implementation?
What are the rough costs of all the expenditure involved?
How does the prima facie return on investment case look?
What key ratios will be the basis of how the customer measures the success of the project?
Where in terms of geography and company divisions will the benefits occur?
What are the risks which the customer will take if it goes ahead with this project?
How does the size of this project compare with others the customer has undertaken?