“My organization just doesn’t understand.” “We can’t get a reliability program approved.”

We’ve all tried to get something moving and not been successful. We have had all the explanations, all the data, all the problem statements and consequences, and all the technical solutions, but still could not get it off the starting line. Why not?
A non-technical buyer doesn’t need to understand the technical nuances to recognize value. Our role isn’t to make someone understand, it is to demonstrate measurable value in ways that are meaningful to our audience, in a language they speak. We want them to say, “Yes”.

We will see how to discover the true buyers, their WIIFM (What’s In It For Me), and how they decide value. Then we can craft our message to match.