Is anybody…
a) ‘Competing’ with an internal IT function to deliver a solution to a business
b) A CIO who has a business unit requesting a particular solution, but thinks the internal development capability should have a punt.
I guess that sounds quite biased! In the interest of openness, does anyone have any ideas as to what the drivers or pressures are on the CIO and the IT Managers to back the internal option. Anybody know how to compete as an outsider?
We’re particularly frustrated that in our pre-sales consulting we have more or less handed the prospect the Requirement Spec and we ‘accidentally’ discovered their IT staff at another one of our clients sites.
Whilst it is the ultimate right of the buyer to select their vendor, I sometimes wish we could help the end user build the business case with the TRUE costs of the internal option reflected.
We have a unique and proven solution for this highly niche market ready to roll but I can’t get the end user business unit in a frame of mind to come to us to do a deal which works for everyone.
Richard