Setting Expectations

Stronghold Data’s Jason Rincker: “At Stronghold/New Charter, we do a lot of communication on the sales cycle, and are really trying to set expectations where they need to be. There’s a lot of uncertainty in the market right now. For example, you can’t get switches hardly at all. Yes, you can get lower-quality switches, but are they the right fit? Having those kinds of conversations helps, though, as timing can be massively subject to change. Set the expectations early in the sales conversation, and give yourself some wiggle room.

“We’re telling our clients that once we get the material or the supplies in, that’s when we’ll schedule the project. It’s all about communication.”