ENSURE YOU DON'T LOSE MONEY AND CLIENTS IN THE "DISCOVERY PROCESS"
BY GIVING AWAY YOUR SOLUTION DESIGNS.

You wish your clients would call us first.

You know how it goes:  You meet with a prospective client, they could obviously use your help.  The problem is that they don't know enough about what they need, how it will affect them, or whatever else is out there they haven't thought of.  And you won't get paid to do that for them.

Frequently, just for you to get enough information to give them a proposal or a quote, you could spend lots of time in the sales call "doing discovery," for free.  This is time you'd otherwise be spending developing more business.

What's worse, thanks to you, once you've spent all this time figuring out what they need and designing a solution, the prospect now has enough information to "shop you around."

As if that's not enough, as sincere as you are, every suggestion you make sounds self-serving to the prospect.  After all, you'd get paid to provide the solutions.

We handle the sticky parts.

Once you realize a client or prospect isn't actually ready for a solution, and helping them figure out their needs in a way you can provide it to them is a job in itself, call Entinex.  We get paid to do that.

At Entinex, we are experts at requirements gathering.  We don't just write specs.  We explore alternative approaches, challenge assumptions, question intentions, educate, and look at business operations preparedness for absorption of technology solutions.

Your client or prospect becomes our client.  When necessary, we tell them to take a step back and look at their business processes, look at their long term goals, and look at their overall business strategy.  By doing that, we ensure complete buy-in to whatever resulting technology solutions.

We increase the order.

By creating buy-in based on the client's business goals, and educating them on using technology and alternatives, we fill the their heads with ideas.  Because we have no vested interest in the products and technologies that make up the solution, we can make suggestions that would take a vendor months of relationship-building to make.

Our clients end up with more robust solutions, better long-term planning, bigger technology goals, lowered fear of technology, and more realistic expectations in terms of cost, performance, impact, and what technology can do for them. Before any orders are placed and before any solutions are developed, we increase the scope of work.

You look like a hero.

Obviously you run a risk that the client will not come back to you for the solution.  Isn't that the same risk you ran when you would have otherwise given away the solution during "discovery?"

On the other hand, you've just saved the client from aiming too low, or under-spec'ing what they really need, or from any number of other costly mistakes in the purchase of technology solutions.

Who do you think they're going to thank for introducing them to Entinex?  Who's most likely going to get the spec for the solution?

You know the risks technology buyers take.  You know what happens when they cut corners, what happens when they don't really understand what they're getting into.  Now you know how to save them from these risks.

If you'd like us to apply this business solution to your client engagements, what are you waiting for?