With some potential customers, I sense early on that they are not ready yet.
Not because they lack the budget.
Not because they do not understand the technology.
But because they do not want to make decisions.
They keep going round in circles.
There are no clear requirements.
Everything remains open, but nothing becomes binding.
A customer who is ready engages as an equal.
They ask questions.
They challenge.
They take responsibility.
A system project rarely fails because of the technology.
It fails because of a lack of clarity.
👉 How do you recognise when someone is interested, but still hesitating internally?