Quotes from Jeff Thull

challenging market, when so many of our customers are struggling to control costs, our engineers have been reconfiguring our portfolio into industry-leading suites of cost-reduction technologies and services.

Their customers' business environments are more competitive than ever, technological advances are radically altering their industries and markets, and their margin for error is always shrinking. The increased complexity of their environment translates directly to increased complexity in the problems they need to solve.

The sequencing of questions must be custom designed for your solutions and it must be navigated in different ways according to the physical reality of each individual customer. All sequenced diagnostic mapsâ"¢ are based on a generic format that I call the Bridge to Change (see Figure 3.2). FIGURE 3.2 Building the Bridge to Change The Bridge to Change is patterned after the tools and methods that physicians use to diagnose complex medical conditions and prescribe appropriate solutions.

Taking an active hand in evaluating alternatives is a task that is largely nonexistent in conventional selling.