FIELD INSIGHT | MICHAEL COLLINS

We usually go into more technical detail with a technical buyer, but the proposal and the drawings need to carry both the technical detail and the high-level summary. You need the backup knowledge to support either kind of buyer. You should be able to walk into any meeting and go as deep or as high as the room requires without missing a beat. The day you can do that, the room stops feeling like a test and starts feeling like a conversation.