- with few changes to a project, we can sell something to a customer - the Company will earn a lot of money;
- with a fair amount of modifications, we can sell something to a single customer and possibly also to many others - the Company will earn many, many money;
- with a huge but well defined modification, we can sell something to a single customer - the Company will earn a massive amount of money;
- we can drive a rover on Mars.
Unfortunately, what salesmen usually mean with "opportunity" is:
There is this big firm that wants to start a partnership with us and they said that, if the first test project is OK, they will leave their current provider and start to buy from us. The forecast is a very huge amount of money. You don't have to worry about the modification: they just need a couple of changes and they'll provide a specifications in few days, then in a couple of weeks we do the work and problem solved!
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| This opportunity seems a dead end |
Translated this means:
- the current provider of this firm asked too much for the same modification;
- the modification will be a total pain and the specifications will be incomplete and provided in late;
- there will be a lot of work to do in a short amount of time;
- the Company will provide your work for free;
- the firm will not switch to our Company.
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