A ''//Flank attack//'' consists of deciding changing the rules / the goal post

<<image /static/files/MBI/Module%2020/flankattack.png width:500>>

The approach consist of:
* Convince the customer to change the evaluation criteria that are being used
* Requires you to:
** Know which criteria are being used
** Know which weight the customer is giving to each of the criteria
** Have a good relationship with the customer to have sufficient credibility to change the criteria
* The criteria can be influenced by:
** Overtake, Redefine, trade off,. Creating alternative solution
bag
sales_public
created
Fri, 09 Dec 2011 11:34:07 GMT
creator
dirkjan
modified
Fri, 09 Dec 2011 11:34:07 GMT
modifier
dirkjan
tags
M20
Opportunity strategies
Term
creator
dirkjan