Answering more of your questions-
When Do you NEED me?
Again it depends. Just because we have relationships with these decision makers doesn’t mean that when we walk in the door they say “oh thank God you’re here and you brought me another vendor!”. It’s still a process and they may not need your services so we need to do our due diligence. Initially it’s networking and seeing how your message is received, it’s market research – what is and is not coming down the pike that may be of interest to you, it’s creating partners that can help us expand into other markets more easily, it’s direct conversations with potential prospects. At this point it’s our job to identify who is and is not a prospect and this takes a little time. Once we’ve had initial conversations with prospects and know a bit more about what they need, what they are currently doing, what the plan moving forward looks like, who the decision making team might be and what the budget may be if they know then we bring you in to discuss the technical aspects of the service. From here on out this is a joint venture – we manage the communications and you handle any proposals or technical follow up. Its our job to open the door for you and assist in the closing.
