top of page

Customer not have enough funding?

Your customer wants to move forward with your solution but does not have sufficient funding.  Some ideas on how to make progress despite this challenge...

 

Try some creativity!

Customers may see your proposal as all or nothing.  Your job in this situation is to “meet them where they are” from a funding perspective.  How can you restructure your proposal? 

 

The first step is identifying the minimum amount of funding they can confirm they have access to, then consider these options...


Build in “review points”

Incorporate flexibility into your SOW/Proposal that has a “review point” once their spend has reached a certain level or a “not to exceed” amount.

 

Break proposal into phases

Revise your proposal into multiple phases.  Make the first phase or two fit into the minimum amount of funding the customer confirms they have access to.  Clearly define what you will provide within each phase.

 

Work with your “inside coach” at the customer on this new structure.  They will appreciate your effort to help them!

 

 

 

Marc Kitz, Sales Coach 

860-836-8979 

 

 

Checkout my Sales Coaching blog - https://marckitz.com/

 

Commenti

bottom of page