When you're selling automation that changes how most of the organization works, you need buy-in from senior managers. The bigger the change, the longer the sales cycle and the harder the execution. Consultants often underestimate how much organizational commitment transformation actually demands.
How much change are you demanding of your clients? I talk to a lot of automation consultants and they tell me how hard it is to get people to use these apps, these tools, these systems that they have built, even though they've been commissioned by whoever managed them once. And the key to that is, are you asking them to go through a transformation? Are you asking them to change the way that at least half of your part of your organization does business? Because when you are a good fraction of what you need to see is a human interaction with a world-class manager. Because, hey, if you're going to make a transformation, a big change happen, then you're also going to be selling to much more senior in your organization, get buy-in at a more fundamental level in your organization in order for them to say, yes, this is something I want to do. The bigger the change you're looking at making, the harder it is to execute, the less technical it's going to be, and the longer the sales cycle will be.
