- To start with, are we meeting with the right people? Are these the real decision-makers, or as close as we can get to them?
- What will the customer / client organisation’s representatives expect that we know about their business and this project or procurement?
- In answering the above question as comprehensively as possible, have we broken down the project or the need into a strategically granular number of parts?
- Are we gathering as many insights into each of those parts as we possibly can? (Think both primary and secondary research.)
- In reviewing the above, is there any critical piece of information we’ve missed – either about our own product, service or company, or about theirs?
- What degree of competitive intelligence should we have done? What would a switched-on competitor have done? What might they know about us?
- Is this a procurement involving an incumbent? What do we know about the incumbent, the history of the account, and customer satisfaction levels with the status quo?
