There are many examples of bungled purchases resulting in huge financial and reputation losses. Two that come to mind include the KFC delivery company switch in the UK resulting in temporary closure of hundreds of restaurants who could not get product, and the UPS holiday delivery debacle caused by upgraded technology/systems unable to handle increased demand.
When these things happen it can take companies years to recover. As a result, the risk of changing current practices can paralyze buyers. Sometimes the decision makers become casualties to save the company.
The greatest competitor of any sale is NDI - No Decision Incorporated. In most sales, this option is the most challenging competitor..
In this article, the author points how to you can prepare your strategy to win against status quo/NDI.
Consider this...latest statistics show NDI wins 7 out of 10 times. However, don't assume that opportunity is lost...it is just lost right now.