Tomas Reyes, Growth Lead
How should I open with a sponsor who's been through two vendor changes this year?
P.I.E.Norms-based— Reasoned from population norms — treat as a starting hypothesis
Lead with what will not change. Change-fatigued sponsors buy continuity of contact and process long before they buy capability.
Name the two prior transitions out loud in the first two minutes. Unspoken, they price your proposal silently and against you.
Archetype-level only — no consented profile for this sponsor.