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17: Gathering and Tailoring Reusable Con... > 17: Gathering and Tailoring Reusable... - Pg. 182

182 P E R S UAS I V E B U S I N E S S P ROPO S A LS If you need a sales rep to write up a case study, give him or her a form that focuses on the key bits of data you need: Customer's problem: What was the situation the customer was dealing with? Why was it a problem? Why did they need to fix it? What we did: In 3 or 4 bullet points, identify key actions we took, services we provided, products we installed, etc, that solved the problem: