Sam Harrison explains in his book IdeaSelling how to successfully pitch creative ideas. He starts off by emphasizing the importance of knowing the decision-maker; not just her formal position and role, but also her personality.
Are B2B customers rational beings? Do they base their decisions solely on price, quality, and efficiency? This misconception is perhaps the reason why vendors focus on “hard” issues, and wonder why their customers are not engaged.
“High-quality”, “Best service”, “Leading company”…if your marketplace is B2B you’ve encountered, or possibly you’ve even used, these words. Your website and brochure may be littered with them.
A company has two basic kinds of project: external and internal. External projects have a paying customer; they make money, but internal projects waste it. At least that seems to be the sentiment in many firms. People think that internal projects are less valuable and less critical.
The benefits of a model-based construction process are obvious, but you cannot achieve them without some extra effort. Interoperability is still an issue when different project participants with diverse design systems and varying maturity levels try to cooperate. A new role, BIM coordinator, has emerged in Finland to help collaboration in the new era.