Project Management How well the client's value was understood.

Normally the client's values are not understood well or possibly at all. This often results in many delays or modifications because if the values are not understood then the quality is unlikely to meet the end-users expectations. There are many ways to try to mitigate these risks in a project during the planning phase. However, there are often a wide variety of different stakeholders that may have different expectations for the project. Therefore, it is important to incorporate as many viewpoints as possible to get something of a comprehensive account of the stakeholder's values. Furthermore, in many cases stakeholders do not realize what their own values and expectations for a project actually are. Thus it is important for a project manager to try to tease out as much critical information from the stakeholders as possible so that they know how to plan for and administer a project...

One of the ways to try to capture different values is called value management and is a growing discipline within project management.
2) Who participated in the assessment of client value, and what were their roles?

In the specific project that I have in mind, the project was a construction project and the person responsible for capturing the values of the stakeholders was the sales representatives. The sales staff is excellent at their job of selling different products, however they do not always fully understand the needs of the clients. Their motivation is strictly making the sale in many cases. It makes a lot of sense to include the project manager in the sales process so that the PM is fully aware of the expectations and can be there to ask questions if there are any items that are not fully understood.

3) What procedures were effective, and what are your…