On the Sell Side: If you can’t deliver value…..

Currently in Germany on a consulting assignment. Earlier on today I was sitting in a meeting that was being conducted in German. Not speaking the local tongue, I was listening intently to at least get the context of the discussion.

…..ROI……….payback………CIO……. etc.

And then, from an ex (and very wise) COO of Deutsche Telekom, "….If you can't deliver value, deliver discount…….".

That summed it up perfectly for me. If you are selling IT products and services and there is nothing remarkable about you that the CIO values, then you better go armed with a calculator.

And make sure in advance that the percentage button works.