The whole B2B and B2G sales game has changed. Business and government managers are ever more reluctant to meet with sales people just to hear their pitches. Those meetings used to be appealing to managers to help them stay abreast of what was happening in their environment, highlight popular new solutions and, in light terms, let them know if they were keeping up with other organizations.
My husband and I are in the midst of building a house. Our experience with our architect couldn’t be more painful. It occurred to me that the lessons we are learning the hard way apply equally to working with any professional services firm on a complex and important project. I have packaged my learnings as recommendations in hopes you can use them to save yourself some heartache.