A friend of mine has been working with a prospect for a number of months.
The prospect continues to request additional ROI information in order to justify the initial purchase of hardware, software, services and training – “What other applications and departments could take advantage of this solution?”
Note: The business justification (ROI) document based upon specific client feedback and data (no industry-average data was used) demonstrated a positive return within the client’s 36-month payback target.
The prospect is change averse. The “point” person (PMO Officer) at the prospect’s location has recently left the company in part due to their inability to make a decision.
Is it possible that additional ROI can paralyze an organization further? Can ROI cause “analysis paralysis”?
Let me know your thoughts.
I’d love to hear from you on this subject.