Wanted: A MISsionary Zeal

Taylor—Our biggest competitive challenge is the loss of a new client from a no decision result. Sometimes companies see right away the many benefits that we can help them achieve, and even the resulting payoff they will get. They may find the value proposition very desirable, but often it takes a compelling event like an acquisition or some new large clients that stretch their current processes and infrastructure, before they decide to change the way they are currently doing business. So they often wait for what they see as a “nice to have” to become a “must have” before taking action.