WHEN SELLING THROUGH A CRISIS ALWAYS ASK THE CUSTOMER FOR A COPY OF THEIR INTERNAL BUSINESS CASE!
With Cov-19, there is even more scrutiny now from CFO’s on all expenditure (and rightly so!). You have to get laser focused on the commercial business case underpinning the investment the customer will have to make.
You must view the world through their CFO’s eyes...and they always follow a process...it’s your job to understand it.