Mastering the local context, identifying decision-making lines, preparing a customer-oriented offer and strengthening relationship with key players must make it possible to create the conditions for success with the rule of 3 fundamentals as a guideline :
 

• Need : Understanding and analysis of the detailed need and adequacy with the products and services offered,

 

• Budget : Identification of the budget and effective availability including calendar aspects and possible evolutions,

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• Contact : Strengthening existing contacts and creating conditions enabling the right orientations and decisions to be taken to guarantee the success of the operation.

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