When approached by service providers, many senior executives ask themselves if the issue or the outcome of the solution being presented is significant enough to warrant their attention or take any action.
The best way to quickly establish the relevance and prospective value of your discussion is to present them – far earlier than you may be comfortable – with a ‘rough-order-of-magnitude’ estimate of the prospective impact of your solution(s). (“Is this a box car or a bread box?”) Since your organization has likely implemented a related solution with other businesses, you can translate those results to your prospect’s current situation to give them a general idea of the impact you might have.