Negotiation benefits of defining Risks.

September 18, 2014 by
Filed under: Business Analyst Skills, Requirements Gathering Tips, ROI 

Negotiation is an important part of the work I do and sometimes the clients I work with are stuck in the mud when it comes to accepting progress.

When a client refuses to move on after the benefits of the new product / solution are explained, then I move at them with the risks.

Simply put, I document the risks of staying with the existing option and get them to accept that they are willing to live with those risks.

Purpose of the exercise is to make the client think about their current approach from their point of view, not with me trying to sell them on it. If the client has managers further up the food chain, and they are advised of risks being present they also help to put pressure on the hold outs to think carefully about their approach.

Usually after a few days of discussion on the client’s side around the risks, the client is willing to adopt some part if not all of the new product / solution. Even if they do not adopt, I have not wasted my time negotiating against a brick wall.

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