While demonstrating my product and capabilities to the decision makers of several big brands over the past 18 months, I received a similar response: “Wow! I did not realize that this was even possible. We need to put together some analysis and new requirements for first steps to move forward.”
When a prospective client says this to me, the procurement process makes it difficult to help them. If I offer to assist with analysis, and the prospect has not already chosen a solution, they may suspect bias—and I risk disqualifying my product from the RFP.