Game in the Brain

There is the Sales Persons Roll to Persuade and Sell the product. Can he/she signal well enough that this is what the client wants. This creates a lot of problems of course. 

THEN there is the Technical Sales or Pre-Sales where they Roll their Technical Skill, Inquiry, Investigation, Business Analysis etc… to see if the PROBLEM matches the Tools and Competence they Posses. 

Not ever company Posses a Subject-Matter Expert, an Engineer, an Investigator, a Socratic, an Auditor who can define the problem and illuminate the many possible threads a problem can be resolved. 

Everyone can be Influenced, all they need is to listen or to feel important and heard. The default is Persuasion.

Of course how often is the Problem not sought out by the Problem Owner, it is typically outsourced to Procurement (second, third, or fourth hand information). 

Signaling and Persuasion is important that’s how we deal with ongoing relationships. Relationships which we’ve established.  BUT when its a new supplier and a new problem this is where Biz Analysis or Requirements Gathering matters.