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6 Cards in this Set
- Front
- Back
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B is for...
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budget.
Are funds allocated or, at least, available? |
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A is for...
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authority.
Does Key Player have dotted authority to approve? |
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N is for...
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need. Has at least one Key Player acknowledged the existence of a problem?
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C is for...
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competition. What kind of competitive forces do we face? Entrenched supplier? Alternative initiative?
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U is for...
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urgency. How high is the pressure gauge? Why might this be important today, and not six months ago or six months from now?
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S is for...
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stage. What stage of the decision-making process does the customer occupy?
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