Symptom: People don't know how to quantify the so-called "intangible" benefits of our products.
If an internal client liaison (Sales) function exists but is not offering clients help measuring strategic benefits, it may be that they don't know how. To often, people accept that strategic value is "intangible" and don't even try to quantify it. This ultimately leads to skepticism about the reality of strategic benefits, and a reluctance to invest in strategic projects.
However, methods are available to estimate value-added benefits. If the (internal) Sales function doesn't offer such help, methods training may be required.
