[Freegis-list] [off-topic] how to "sell" GIS idea?

[Bernhard Reiter]

Am 12. Sep 2005 um 12:45:02 schrieb Eduardo Patto Kanegae:
> Recently one customer asked me a hard favor: to sell GIS ideas to the 
> president's company!

> the main goal of this new proposed department is
> to create, test and prototype GIS solutions for the forestry day to day 
> operations. 

> My real problem is: "how to SELL GIS benefits, but NOT using technical 
> terms?"
> 
> does anybody recommend any links or bibliography?

In my experience you can use general literature on how sales work.
It has to provide a benefit to the person you are selling to.
For companies this means: financial benefits and return on investment, 
as by robustness of the software, less cost of processes, flexibility
or vision of improved or new ways to do business.

The rule of thumb is that Free Software will save 30% of the total
cost of operation in the mid or long run.
It also gives more flexibility.
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