Help your champion carry the conversation forward.
Make the internal decision easier to explain.
Understand the decision room
Ask who will review the proposal, what each person needs to understand, and which concerns remain. Do not assume your contact has the final authority.
Build a short decision brief
Summarize the problem, options, verified benefits, full costs, implementation effort, and open questions. Include the option of keeping the current approach.
Keep the evidence portable
Provide approved examples and clearly labeled assumptions. Your champion should be able to explain the case without defending numbers they cannot substantiate.
Agree on the next review
Ask what would make the internal discussion more useful and whether a joint conversation would help. Respect the buyer’s process and avoid bypassing your contact.
One thing to try.
Draft a one-page decision brief. Mark every number as confirmed, estimated, or still unknown.
Put it into practice