The Biggest Factor in a Decision

Having a cool solution, or having a good price to your solution is just a little more than one quarter the way people really think about who they're going to select. It's the price of entry. But it's oftentimes not as compelling as the firms think it is in driving a decision. Instead, you have three other factors. We mention politics as one of them. That's upwards of 15 to 20 %, perhaps, of a decision. You have this thing we call chemistry - do we get along? Do we like each other? Do we communicate? I'd better at least be comfortable that we can talk together and solve problems. And the biggest one, which is perhaps a