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March 20, 2012

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Tom

Slightly different perspective here, coming from someone who sells custom research services (both employee satisfaction and customer satisfaction). Our services are customized, nothing out of the box.

That said, oh how I wish more of my prospects would take this approach and just tell me what they want to spend. Many folks I deal with flat-out refuse, as a matter of policy, to disclose their budgets to any providers (even a long-time partner).

Being upfront about your budget is a win/win -- it lets me tailor something to your needs rather than going through three rounds of time-wasting scope changes and guessing games until we're in the ballpark.

At its core, what I really don't get is this: someone who doesn't trust me to not screw them over on price, but then turns around and trusts me with all their employee or customer data.

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