As we come to the end of this book, we take this opportunity to summarize some key takeaways that you can execute with Sure Step, in the immediate time frame, and achieve quick wins in your organization.
Selling and implementing a business solution should be about driving value in the customer's organization. Strive for win-win deals that result in both parties being better off and more profitable by following these these five takeaways:
Use the Sure Step Diagnostic phase as an opportunity to propose an adaptable value proposition instead of selling a blurry proposition from the pre-analysis phase. This represents a unique opportunity to start collaborating with the customer and to ensure appropriate due diligence efforts by the involved parties.
Do not limit yourself during pre-analysis activities to a written reproduction of what has been said in terms of the as-is situation. Focus on envisioning the to-be processes and...