Personal win classifications are different from organisational response modes because they are personal to the individual, and have nothing to do with the organisational requirements. Understanding the personal requirements of the individual helps focus the benefits of the solution towards the requirement of the individual.
Many people in the organisation have different requirements including the following;
-Making more revenue from product sales
-Downsizing the organisation to meet economical changes
-Decreasing costs
-Increasing profitability
-Reducing support overheads
-Gaining market share
-Consolidating suppliers to recuce time taken to deal with them
Understanding the individual's personal wants and needs helps to position the benefits that the product has to offer.
Here are some example personal decision influences:
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