Flank attack strategy
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A 'Flank attack consists of deciding changing the rules / the goal post
The approach consist of:
- Convince the customer to change the evaluation criteria that are being used
- Requires you to:
- Know which criteria are being used
- Know which weight the customer is giving to each of the criteria
- Have a good relationship with the customer to have sufficient credibility to change the criteria
- The criteria can be influenced by:
- Overtake, Redefine, trade off,. Creating alternative solution
