Sometimes I think that too much has been written about sales techniques, such that people lose perspective.
I was reminded of this recently when I was asked to give my thoughts on the quality of proposals for upgrading an active web site.
We are talking about a business user here who has been succesful in promoting an offering, but wants to take it too the next stage.
The proposals did not appear to speak to the brief that had been prepared, therefore failed to engage with the client at an appropriate level.
How many times have we talked of the need for listening to the client and to what extent do we really listen?