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  • Alan Prowse

So you're saying we have a chance?


Many companies business development organization departments are waiting for leads to come to them via Requests for Information, (RFI), Request for Quotation (RFQ), or Requests for Proposal (RFP). This is obviously way too late in the buying process; I have seen some studies that say 55-60% of the buying process is done by customers prior to even talking to potential contractors. Customers are using the internet, consultants, and subject matter experts to develop their needs. This is very concerning as the ability to influence the procurement process or what needs to be procured reduces every day you are not working hand in hand with your customer. Many companies also spend a lot of time and resources pursuing unqualified leads, this can be a real drain on the organization both financially and manpower. The reason for this is there is no good process to quickly and easily qualify or disqualify leads. There are times when business development holds onto the hope that they are able to create the opportunity for way too long, rather than cutting bait and looking for a better lead to qualify.

This behavior reminds me a scene from the movie with Jim Carry, Dumb & Dumber. He wants to date the girl and asked if he has a chance, he asks if he has "a one in a hundred chance" and she says, "more like one in a million" after a long pause and thinking about what she just said, he smiles and says "so your saying we have a chance". Ever seen this behavior?

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