Willingness to resolve RISK

Everyone is in favor of change. But no one wants to be changed.

Not all prospects are ready to make a change. They can have a clear need with business consequences and metrics to support change but the individual or individuals you are dealing with in the prospect may be neutral on that point and due to reasons outside of your control may not wish to implement your solution at this time.

This may of course indicate that you simply haven’t positioned your solution well enough. While it may be clear to you it may not be clear to them what is the true value of your solution and the benefit that you bring. They may not see the problem in the same way as you do. As a result, they may be unwilling to undertake action.

Unless someone has a specific role in implementing new projects, they are likely to have a focus on their day job and can often not wish to make a change and resolve the problem because there are not directly impacted in an adverse way. This leaves you really were just two choices either qualify out or regroup and come back later with a different better proposition or keep an eye for changes in their business that might make your solution more relevant. Alternatively, seek others within the business to work with.

Amplifying Factors Priority, Metrics, Pain/Need

 

Further reading :

Willingness to Resolve

4 Great Ways to Overcome Your Biggest Business Obstacles

Growing Pains: How to Overcome 4 Business Challenges You’re Facing

RED – Willingness to resolve is unknown

Their demeanor, things they say things, and things they don’t say usually give a hint of whether they are willing to resolve the problem or not. It is unknown there likely to be able to infer one of these factors, what their willingness really is. If the willingness is low, consider qualifying out.

AMBER – Willingness to resolve indicated

Few people will tell you no, they’re not willing to resolve a problem in the business as a don’t want to be caught out. Activity levels to back that up will show you clearly if they are willing to resolve the issues are not so slow getting back to you or slow to organizing meetings et cetera et cetera are red flags.

Green – Willingness to resolve confirmed

Willingness confirmed means that they not only told you that they want to get it resolved and talk in positive terms around timelines priority etc, but also they are engaged in a variety of ways. For example, chasing up which you, providing you with additional information quickly introducing to other people, et cetera

Mitigations – What to Do?

How to mitigate somebody unwilling to resolve a business problem. The communication they say is not what I say it’s what you hear. Maybe they haven’t heard sufficient from you to understand what the future could look like using your solution. Recheck what you presented and make sure you positioned your proposition correctly.

Try to get a sense of other distractions in their day-to-day world. They may be under pressure in other areas driving a number or releasing a new product or whatever, and so is not a priority for them even though it might be for the company.

Check within yourself that is not you and how you approach them. Maybe another voice from your company might help move the project forward.

Sometimes asking them if the project is still of interest to them to resolve can help a lot to uncover if there really willing or not.

Having a mutual close plan and working collaboratively on it can help overcome some of those reluctant issues.

Maybe using a  reference customer can often unblock willingness, where they have an unstated concern and a  company using your product, can unblock that you can’t.

 
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