Checkpoint: | Compelling event identified
Microsoft has uncovered an organizational "compelling event" that it can help address. o:p> Definitions Compelling Event - A set of mission-critical circumstances (preferably tied to a specific date) that force the customer to make a decision. There are consequences if the customer delays and/or significant payback if the decision is made. Questions that the opportunity owner should be able to answer about the compelling event include: Why does the customer have to act? What is the deadline for the customer to make a decision? What are the consequences if the project is delayed? What is the payback for the customer if the project is completed on time? What is the measurable impact on the customer’s business?