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This is the first “boots on the ground” thing I learned being subject to a procurement process: if someone - or the right person - within an org wants your stuf
by KyeRussell 4y ago
This is the first “boots on the ground” thing I learned being subject to a procurement process: if someone - or the right person - within an org wants your stuff, then you’ll be surprised how many on-paper “requirements” are able to just fall away.
- cldellow 4y agoOr they'll tell you the hidden requirements! I remember selling to a school board back in 2008. We wanted to issue them a bill with one line item: "Software, $100,000." Luckily, we had a champion inside who took us aside and gently proposed that we repackage it into several line items: site-wide licensing, installation support, training support, 1-year of tech support, custom development fee, etc. It tallied to the same amount, but looked a lot more "normal" for procurement purposes.