Appendix A
Questions for Qualifying the Economic Buyer
- Whose budget will support this initiative?
- Whose operation is most affected by the outcomes?
- Who should set the specific objectives for this project?
- Who will be evaluated for the results of this work?
- Who is the most important sponsor?
- Who has the most at stake in terms of investment and credibility?
- Who determined that you should be moving in this direction?
- Whose support is vital to success?
- Who will people look to in order to understand whether this is “real”?
- To whom do you turn for approval on options?
- Who, at the end of the day, will make the final decision?
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