Do Not Hide Behind “Rules”

“We know that this solution is what we need, but we will not acquire it because of our procurement rules.” Ridiculous, right? But far too often that comment or one similar to it is made when you are in the business of acquiring or selling technology. The example above is written from the point of view of a customer, but the same thing happens on the sales side as well: “We want to sell you our solution, but w