Common in every industry. They aren’t in a hurry to make a decision until they
hit crisis mode and then it’s encumbrance upon you to make it all better yesterday. When I used to have customers twitting their toes I always reminded them of timelines associated with the solutions they we’re considering, each step of the way. I made sure that the influencers and all decision makers knew, so they couldn’t throw me under the bus come crouch time.