Chapter 1


Table 1.2 Questions to Answer When Contemplating Client-Based Sponsorship

Understanding the Client
  • What is the business condition?
  • What are the account's major products and services and their position in the marketplace?
  • What are the business objectives of this account?
  • What is the account's industry climate?
  • What is the account's position in the industry?
  • Who are the major or key clients of this client?
  • What is the account's IT environment and installed base?
Pursuing the Deal
  • Can the provider establish a sales presence with reasonable investment?
  • What is the financial condition of the account?
  • Are funds designated ...

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