Situations / 02
The firm that sends quotes… and never hears back.
Cybersecurity consultancy for SMEs, twelve people. Prospects come through referrals, meetings go well, proposals go unanswered.
The diagnostic questionWhat happens between sending the proposal and the silence?
“We will get back to you.”
“I have to convince my partner, and I do not know how to explain the price difference.”
Three telltale signs.
- Your meetings go well, then nothing.
- You follow up “to check in”, without bringing anything new.
- You get compared with a cheaper competitor, and the talk turns to price.
What happens, seen from the customer’s side.
Click to enlarge.
Three frictions, each with its proof.
The proposal describes tasks, not the risk it removes.
The real decision-maker was not in the meeting and receives nothing that speaks to them.
Against a cheaper competitor, the difference stays invisible: price becomes the only criterion.
Three actions, in order.
- Rewrite the proposal around the client’s problem and the cost of doing nothing.
- Add a “why us rather than another option” page that can be shared internally.
- Set up a day-3 follow-up that answers the most frequent objection.
Indicators we track together.
No promised numbers: starting values are recorded with you, then tracked.
of nothingWhat a decision postponed by three months costs.Document · to forward
Your partner asks: “Why them? And why this price?”
Document · to forwardYou are not buying twelve days of work.
You are buying one less risk.
What happens if we do nothing
- Former employees’ access stays open.
- Backups are never tested.
- The first incident sets the price for you.
Two options, one goal
Month one: one check-in a week, a single contact.
Document · to forwardNext step: 30 minutes, the three of us, with your partner.
Suggest a timeDocument · to forwardFewer quotes lost in silence, and less price negotiation.
Does this sound familiar?
The Decision Diagnostic is free. Within 72 hours, we pinpoint the visible frictions that may be holding your prospects back, and what to fix first.
- A link is enough
- Review ready within 72h
- 30-min debrief
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Typical scenarios. These situations are built from cases we often come across. They are not clients: no results figures are claimed.