15 October 2006

The importance of what the target says

When the target company says, "When you do the first phase," you know that they have started to visualise how the project might run with you rather than another organisation actually delivering the work. That doesn't mean that it's time to relax, simply that you are being considered favourably.

Chris heard that phrase on Friday, and, all being well, we look forward to doing some brand building for a business which is primarily selling through distributors. It's a competitive area and there are plenty of different types of organisation and several different channel models. All that makes for an interesting opportunity since we can look at the variety of models which are currently in use and make some sensible judgements about the strengths and weaknesses of each of them. That should work to our potential client's advantage.

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