Competition is never just your direct competitors - don’t underestimate the challenge posed by the self-build!
In this episode of MEDMEN, Andy and Pim reflect on a deal where they had no doubt about value delivery, but ultimately lost to the customer’s decision to self-build. Even if your solution is clearly the better option, if it does not align with your customer’s Decision Criteria, they may go for self-build anyway.
A takeaway from this lost deal is that you cannot assume future success based on past success – you need to maintain relationships and continue to use MEDDPICC in qualification, even when it seems like things are running smoothly.