Page 31 - BTEABVD
P. 31
Business Outcomes Research
Preparing for a Customer/Prospect Conversation: Team A: Health Care
Team B: Legal
EXERCISE 4: 30 mins Team C: Telecommunications
Team D: Manufacturing
Now work together as a team to discuss and agree
the following:
1. Which parts of the business will be most impacted
by each business outcome?
2. Where might the funding and decision making for
each potential technology solution be found?
3. What activities could you do to take these ideas to
the next stage with a specific customer/prospect
from within your team’s industry?
