Presales focuses on winning approval, not on life after year one. Executives rarely hear about long-term support costs, knowledge retention, or operational ownership. These topics feel inconvenient during sales discussions. But they define success later. A mature leadership team asks about sustainment, not just implementation. If no one can clearly explain how the system will be supported in two years, the project’s future is already uncertain.

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Well said. Totally agree. Many Practice leaders I have met in my life tend to be myopic. Usually, that's not the case with entrepreneurs.

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