This PPT slide, part of the 53-slide Selling Consulting Services Effectively PowerPoint presentation, outlines key concerns that different buyer roles and individuals have when considering consulting services. It is divided into 3 main sections: Typical Buyer Role Concerns, Typical Individual Concerns, and a category labeled "Stakeholder."

In the Typical Buyer Role Concerns section, 2 primary categories are highlighted: Economic and User concerns. Economic concerns focus on financial aspects such as low cost of ownership, good budget fit, return on investment (ROI), and profitability. These points indicate that buyers are particularly focused on ensuring that their investment is financially sound and aligns with their budgetary constraints. User concerns emphasize the need for reliability, increased efficiency, and the ability to upgrade skills. This suggests that users prioritize solutions that enhance their productivity and ease of use.

The Typical Individual Concerns section addresses personal motivations and aspirations. Here, themes of power, recognition, and personal development emerge. Individuals are concerned with remaining in power, gaining recognition, and achieving personal growth. This highlights that decisions are not solely based on organizational needs, but also on personal ambitions and career trajectories.

The Stakeholder category, while not fully visible, likely includes additional considerations relevant to those in decision-making positions. Overall, the slide effectively communicates that understanding these concerns is crucial for tailoring messaging and offerings to meet the expectations of potential clients. Addressing both economic and personal motivations can lead to more effective engagement strategies and ultimately drive decision-making in favor of consulting services.

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