Sunday, April 24, 2011

The Right Offer

It's simple to accept that an individual or organization doesn't need a particular service because we that's what we were told.  The reality may be far more complex including any of the following 9 reasons:

  • We didn't ask the right person.
  • We didn't understand the problem they were trying to solve.
  • We didn't position our offering in an easily understandable way.
  • The timing wasn't right.
  • The budget wasn't available.
  • This "nice to do" is competing with too many "must do" projects.
  • We didn't make it painless enough to implement.
  • The comfort of the current way of doing things outweighs the risk of the unknown.
  • There is no desire to change.

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