Moments of Change
Here’s a list of moments when buyers create their own momentum for change. They start the process, they push away other concerns, they make change a priority.
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The agency owner just hired employee number five, and now communication becomes a challenge.
The CNC manufacturing plant just made a critical mistake that risks costing them a client, and it was all because they relied on their old linear process. Now, they have different lanes operating, and they’re no longer coordinated.
A new younger owner takes over the family business, and the old booking system was manual and won’t cut it anymore.
The executive was trying to figure out their next career move, and discovers the trend: externalize risks and lead a project to replace the in-house system with an external vendor, and you get something on your resume to replicate elsewhere.
A family moves to a new town, and everything is to be reconsidered, rediscovered.
I’m suddenly forced to learn my way into new territory, and I don’t want to learn this alone.
The operator of the marketing agency got busy all of a sudden. There are a lot of small tasks to be delegated. Time for an assistant.
The founder was surprised to see cancellations go up. Churn is now becoming a real problem.
We just lost one of our most talented employees, who did the work of three.
The owner just purchased a new tool that promises efficiency gains, but there’s a setup step that’s time-consuming and needs interpretation and customizations.
The competition just fumbled and they should have known better. This is the time to pick up some customers.
Costs have suddenly got up for one of our suppliers, and it’s time to break that dependency and build the capacity in-house.
The agency just landed a huge contract, and there are now some tools to buy to speed up the building process.
The designer is running out of time to do it all herself. It’s time to split the work.
It’s been years since we knew there was a problem with this part of our business, but now it’s become too much to ignore.
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When there’s a change, when there’s an event that creates an urgency, when there’s a latent problem that surfaces, when someone says “enough already”, that’s when momentum gets created.
The trick is to be there, the trusted provider, when it happens. You’ll be the one they ask, when they’re ready to make progress.
