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All to often potential customers say they want X, but really have no idea what they want. Or they actually do really want and need X _right now_. However when
by dagw 5y ago
All to often potential customers say they want X, but really have no idea what they want.
Or they actually do really want and need X _right now_. However when you come back with X in 18 month then the customer has already solved X themselves, found another company that can do X or don't really need X any more.
- borski 5y agoIt’s quite rare that a customer knows exactly what they need; often, if they do, they build it. The wins happen when a customer knows what problems they have, and you can present a solution that solves them better than they could otherwise get elsewhere. Otherwise, as you say, they will build it or buy it elsewhere.