I pulled together a 142 site company by engaging the relevant stakeholders. CEO, CFO, Sales and Finance. They told me what was important to them and had a long list. Some things were not possible with anyone but, I acknowledged their needs, described how we would accomplish them, asked if that should be in the proposal and even built out a time frame for acquiring our products and services. Demonstrated we understood what they needed and that each side had a mutual responsibility in the process and showed them how they would recognize they had achieved their intended outcome and I would be back to ensure our final proposal matched their expectations. That one sale was equal to three years of quota and they introduced me to other customers they did business with.