Customer pains we remove Client problems we solve Opportunities we help customers capture Results we achieve for clients Offerings, our second building block, simply state what we sell (emphasis on simply). Our offerings are what we do—the services, solutions, or products for which we bill customers. Differentiators, the third building block, explain why we are better and different from other alternatives. This final building block provides solid reasons why we are the best choice to address the client’s issues, as listed in the first section of the story.
