Flank attack strategy

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