{"id":78,"date":"2008-05-08T21:02:00","date_gmt":"2008-05-08T21:02:00","guid":{"rendered":"http:\/\/joapen.com\/blog\/2008\/05\/08\/your-client-is-in-the-decision-making-process\/"},"modified":"2008-05-08T21:02:00","modified_gmt":"2008-05-08T21:02:00","slug":"your-client-is-in-the-decision-making-process","status":"publish","type":"post","link":"http:\/\/joapen.com\/blog\/2008\/05\/08\/your-client-is-in-the-decision-making-process\/","title":{"rendered":"Your Client is in the Decision Making Process"},"content":{"rendered":"

\"\"<\/a>
You have been working on a pilot during some months, you worked hard on the presentations, you did a ROI study, you have explained the Project approach and all the details, the meetings were fluent and all opinions and comments were positive.<\/p>\n

Suddenly, after to agree the initiation of the contract process, the client start having some doubts due to s\/he has heard comments about problems in the User Support after the deployment or problems related to performance, future changes or other negative comments that has heard from other colleagues.<\/p>\n

What can you do then?<\/p>\n

First I usually ask the customer what are the concerns s\/he has understanding the problem and getting clear what is the main obstacle\/s that have changed from the optimism to the negativism.<\/p>\n

After that analyse how to explain the concerns, prepare and put forward your arguments, you need to ask for other worries or doubts about what happen.<\/p>\n

To get a third opinion sometimes is useful, sometimes no.<\/p>\n

The decision making takes time, so you need to take into account it. If you know what is the timing of your customer’s internal approvals you will have an advantage.<\/p>\n

What else do I need?<\/p>\n","protected":false},"excerpt":{"rendered":"

You have been working on a pilot during some months, you worked hard on the presentations, you did a ROI study, you have explained the Project approach and all the details, the meetings were fluent and all opinions and comments were positive. 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