GRAPH Papers® Commercial Diligence Best Practices

Drivers of Choice

GRAPH defines Drivers of Choice, sometimes referenced as the key purchasing criteria, as the factors that customers will evaluate when selecting a product, service, or partner. This includes portfolio breadth, value for price, customer service strength, technical support strength, reputation, among others in our 13-point model. Moreover, our recommended approach critically distinguishes table stakes from differentiators (noting that while a factor can be “important” it will have a very different implication if its serves as an important table stake versus an important differentiator).

Here, we group a selection of GRAPH Papers®️ articles that discuss Drivers of Choice best practices and suggestions in the context of assessing what matters most to decision, and how a given company performs relative to competition on the factors that matter most.