On Matt for my clients:Focus on personal and organizational benefits – My focus in helping my prospective clients solve problems they have with the combination of technology and services. I do this through collaborating with my contacts to identify & quantify their problems and validate my solutions solve them. This process establishes confidence the client won’t be wasting their time and resources on a solution that won’t solve their problems – so they can go to their management or board of directors and make a case for our solution with confidence.Collaboration during your evaluation process – I’m comfortable working closely with a C-level executive to help identify the causative reasons for internal challenges and working with their management team to build a case for a solution. I’m equally comfortable collaborating with an employee to spearhead an initiative and develop a coalition to propose a solution to the management team. I’ve found that buyers who collaborate with me during this process have more success getting projects approved than those who try to do it on their own, or worse, take an adversarial approach to our relationship.Trust and Ethics – We’ve all worked with sales people whose only goal is to sell more product and their approach turns us all off. In business, we’re all responsible for revenue generation and/or expense reduction and I happen to be on the revenue generation side. I don’t feel like I’m selling but that I am collaborating with the institution staff to identify where my products and services benefit them in important ways and my role is to help facilitate the education, evaluation and purchasing process. During your evaluation process you can expect me to ask business questions such as your buying timeframe, how you view my solution versus others, and I’ll ask you for your business. I promise not to knowingly misrepresent my products capabilities or provide a solution that won’t help you solve your business problems.