Have you ever been called in to meet by a prospect that's all excited about making the change? They're busy meeting with vendors, looking at all their options. And, they want you to get a proposal to them right away -- or to do a presentation.
Stop, stop, stop! If you don't fully understand the why behind all this activity, you may be spinning your wheels for nothing.
1. Ask them, "Why, at this particular moment in time, did you decide that change was essential?" Find out what they say. Does it make sense?
2. Ask them again, "What's the business case for the change?" If your solution costs a lot or is tough to implement, they need to have a pretty...
There's no pussyfooting around it. I feel pretty strongly that I'm right on about this.
