In the previous chapters, we reviewed general methodology concepts, including the notion of full-life cycle methodologies for business solutions. In a nutshell, a customer life cycle methodology begins with the solution discovery phase, continues with the solution delivery phases, and goes on through to the operation phase and any future upgrades of the solution. Microsoft Dynamics Sure Step methodology is an excellent example of a customer life cycle methodology and includes guidance in all of these areas.

In Chapter 2, Solution Selling and Driving Due Diligence, we went deeper into the solution discovery phase. We talked about the solution provider embracing solution selling in this phase and the benefits they would gain from this systematic approach. For the customers, we saw how this phase helps them with their due diligence process, and why this phase is not only critical for the selection of a solution that matches the requirements and...