What is the financial threshold of pain?
Once you understand the impact of the business challenge, you must be able to explain how your solution can eliminate the pain and provide substantial ROI. Let’s say your prospect has a business issue that is affecting IT department productivity. Questions you might ask to uncover the cost of the business issue include: • Which departments are impacted by the reduced productivity in IT? How is it impacting those departments? What do you think it is that costing them? • If the reduced productivity continues, what impact will it have on the business overall? How will that affect the business financially? The financial threshold of pain is not just the cost within the IT department, but also the cost to all those departments affected by IT’s reduced productivity. Expand the prospect’s perspective of the issue to present a complete ROI. “By pulling the proposal back to why decisions are made – thresholds of pain – you can make a very compelling business case,” says Nick. “It also gives you
