Читать книгу Never Say Sell - Tom McMakin - Страница 25

When we sit down with clients and have real conversations about where their business is going, we see opportunities to help – sometimes even before they do. The world of business is not mechanical. It's a world where people are busy and distracted, but a world where, every once in a while, we're able to step back with a friend and get some perspective on what we're doing.

“Allison, I love having lunch with you,” your client may say to you as you brainstorm over egg salad sandwiches. “You always ask the best questions. It's helpful. You cause me to have new ideas.”

Being on-site with our clients and getting to the level where we can be open, spill our unperfected thinking out on the table, and hash ideas back and forth, means we are present at the creation. The ideas that come out of this sort of brainstorming are what end up in a buyer's annual budget proposal. Not only are you collaborating pre-RFP (request for proposal), but, importantly, it can be the source of non-RFP work. That's how we get asked to expand our statements of work (SOWs) – to keep digging into the challenges for which we've shown an appetite to help.