Читать книгу Never Say Sell - Tom McMakin - Страница 48

Maybe you started as a firm doing a ton of Sarbanes Oxley compliance work, but when that was done, you had to reinvent yourselves as a risk consultancy, developing new service offerings that were sold to different parts of client organizations.

Maybe you help companies install and integrate SAP Hana, but it is getting to be a crowded space and margins are dropping. You're thinking of broadening your offerings to include outsourced IT and managed services to be more competitive. The thing is your main relationship in your clients is with IT directors. When you pitch managed services, it's above their pay grade and they don't think it's a company priority, so they push you away. So, you have started approaching the CIO directly, someone you do not know with a service offering you have never done before.