One way or another, the value of most assets is derived from the present value of these cash flows.

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This is value derived from an understanding of customer views of the people, culture and history of the product and the organization delivering it.

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This shift in thinking around the nature of the relationship and the potential value derived from it (that competitive edge) has them engaging earlier in their process, at the conception and architecture design phase of their projects, rather than once they have the specification developed.

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