|Is there a written Value or Cost Justification?
It is generally known that in current economic times, senior management tightens spending in many areas.
One of those areas is spending for new products and services. Studies have shown that greater importance is placed on cost justification prior to spending for new products and services.
If a written value or cost justification hasn't been accomplished yet with projects under evaluation, is it possible to hold a meeting to discuss and document VALUE soon (within a week or so)?
If meetings can be scheduled, go prepared to discuss the current operating environment of your client and what the value would be if appropriate POTENTIAL CAPABILITIES were available.
Clients tell us that the recognition of VALUE in doing something creates urgency to action. We have seen buyer Evaluation Plans accelerated dramatically once a client/prospect becomes convinced they can achieve significant value by taking appropriate ACTION.
IF THERE IS a written cost or value justification, consider reminding the client of that value and discuss how steps may be accelerated to more quickly help them achieve their goals.