PROCESS: Pre-Interview
Pre-interview
Case Study Forum (CSF) is briefed (via teleconference) by the Account Executive (AE) or Systems Engineer (SE) before the customer interview.
- Based on the information collected from the pre-interview, a quick determination is made to see if there will be a positive ROI. (If the incremental capital costs can be offset by increases in revenue or cost savings in some area, a good ROI can usually be achieved.)
- With a ‘go-forward’ preliminary ROI, a custom questionnaire is created and sent to the customer for their review prior to their phone interview.