Appendix ATwenty questions you must ask to win before you begin
My process for understanding value and asking questions is known as RACE (Research, Action, Communicate, Evaluate). These are the 20 RACE questions that you must ask to win before you begin:
1. What are you selling?
2. How much business or money is at stake?
3. Is the process repeatable or scalable?
4. What have you done to ensure that you can pull this off?
5. To whom are you selling?
6. Are you selling to those customers in the right way?
7. Are you charging what you should charge?
8. Are you focused on quality?
9. Can your target customers afford what you’re selling?
10. What and how much analysis have you done to come to the conclusions and answer the questions asked so far? ...
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