When IMPAX is working with a new client, it is common for us to hear questions like:


"Is the IMPAX Process complex?"
"How long does it take to use the process?"
"Will it lengthen the sales cycle?"


Our answer is always the same - it depends. What does it depend on? For the most part, the answer comes back to the user of the process and their perspective, skill and sense of urgency.

Although our clients sell and manage customer relationships in extremely different industries, they all aspire to:


Efficiently and effectively understand their customer's business and needs;
Develop coach relationships;
Sell effectively to all levels including the decision maker;
Advance the opportunity through the use of customer-focused presentations.


The reality is that using the process to accomplish these things can take years, or be completed in a single call. 

Last week we heard about a case study from a client that shows how the process can be implemented quickly. A new relationship manager was being introduced to the customer in a complex customer environment. Instead of doing the traditional "meet and greet", the client decided to conduct a research meeting. Over the course of the meeting an opportunity was uncovered, and at the conclusion of the meeting our client asked for the opportunity to compete for the business. The customer was supportive, but said that, "Unfortunately, the decision was being made later that day".

Our client rallied their team, developed a TUFA presentation and delivered it 5 1/2 hours later. They went on to win the business, and more importantly, earn a shot at bigger opportunities down the road. This is a terrific example of using the process quickly and effectively.

As you think about your use of the IMPAX Process, remember that it doesn't have to take a long time. In fact, it takes as long as you let it. If you want or need things to unfold quickly, they certainly can. It's up to you!