“Collaborative. Forward-Thinking. Thorough. These attributes describe how Gary works with Customers, Partners, and Colleagues. He genuinely listens to understand the need, ensuring that solutions will work given all parameters: people, budget, timelines, etc. I enjoyed working with Gary so much, that I successfully networked with Gary on additional opportunities after Avaya. ”
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Growth-oriented technology executive with extensive hands-on execution and operating…
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Meryl Angelicola, CF APMP
What he's describing is good capture and solutioning practice. This is how you build relationships and confidence pre-RFP. If you're familiar enough with the problem to describe it to the customer? Don't. Instead, leverage that understanding and be prepared to: 1. Ask clarifying questions AND 2. Discuss a potential solution Prepare before you step foot into a meeting with government stakeholders, and you will start to see real progress.
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