We have a sales process that we follow that's quite long-winded. It takes a while and it involves a lot of documentation. If you look likely to become one of our Premium clients, taking our full custom-built service, then we will write a proposal, a specification and an action plan before we even get close to a sale.
That's a lot of work with no guarantee of a return. But 20 years of experience has shown it to be really important.
IT projects have a reputation for going over-budget and never working correctly. That's because people don't always know what they're getting.
Our process is designed to capture the most important part of what you're asking for - the story. Who's going to be using this system? Why are they doing this? What are they hoping to achieve?
Because an IT project isn't about the technology - the computers, the code, the phones, the networks. It's about the people and their stories and their lives and how they want to finish work so they can go home and read a good book.