• Qualification Process - Dutchman

The following items need to be understood (Discover & Created) in the needs analysis presentation before attempting to solve or position our serivices.

Decision Making Process within the Organization

• How do the make decisions for similar services?
  • Centralized or decentralized? Corporate standards? Other external influences?
• Do parent or subsidiary organizations already work with us?
• What is the decision making process for our services?

Understanding their motivation for buying

• Where does it hurt?
• What are their business goals in relation to their markets, customers, competitors?
• What internal or external factors will drive the need? (competition, market changes, innovation)
• Where are they in the sales funnel? Do we understand the explicit and implicit needs?

Timing

• For pricing / presentations / commitments
• For delivery of service
• Payment schedule (consider implications on your cash flow)

Competition - Two types

• a) Direct competition - Who are they? What is the direction of the relationship / Perception of you?
  • Are services / rate compatible?
  • Why are we competing this way?
    • Can we create alternative solutions / value pricing?
• b) Indirect competition
  • Why are they going to buy our proactive services vs hire new employees, buy new computers..

How are we going to solve the customers problem better than the competition?

• If we cant our position the competition, why are we continuing to waste the rainmakers only real resource - TIME?