2. www.bramhall-premier-webdesigns.co.uk
• Not the decision maker.
• Didn’t understand what the customer wanted.
• Customer is already Locked-in.
• Bad fit.
• Competitor-customer relationship is strong.
Not true you say .... there are lots of reasons!!!
Friday, 28 June 13
3. www.bramhall-premier-webdesigns.co.uk
• No opportunity in the first place.
• Fail to understand their motivation.
• Customer didn’t understand value proposition.
• Budget too small.
• We’re too expensive.
Not true you say .... there are lots of reasons!!!
Friday, 28 June 13
4. www.bramhall-premier-webdesigns.co.uk
• No reference for that type of customer.
• Approval by stakeholder.
• The customer just doesn’t get it even though they need it.
• The competitor wrote the RFP! (Request For Proposal)
• We don’t have function X.
Not true you say .... there are lots of reasons!!!
Friday, 28 June 13
13. www.bramhall-premier-webdesigns.co.uk
A nation can survive its fools, and even the ambitious.
But it cannot survive treason from within. An enemy
at the gates is less formidable, for he is known and he
carries his banners openly. But the TRAITOR moves
among those WITHIN THE GATE freely. The traitor
WORKS SECRETLY and unknown in the night TO
UNDERMINE the pillars of a city.
“
Marcus Tullius Cicero
Roman Statesman, 45 B.C.
Friday, 28 June 13