This is the most important conversation of the lot, and the hardest to master. I certainly struggle with it. The aim of this conversation is to ascertain the value of the project to the buyer. In order to do this, you can follow Alan Weiss' classic framework:
Determining the value
Determining the value
Determining the value
This is the most important conversation of the lot, and the hardest to master. I certainly struggle with it. The aim of this conversation is to ascertain the value of the project to the buyer. In order to do this, you can follow Alan Weiss' classic framework:
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