What it means
Access covers where buyers find you and what they need to specify, approve and purchase the offer.
How to do the work
Follow an enquiry through to an actionable quote. Check missing information, response ownership, partner availability and procurement requirements. Put useful documents on stable URLs.
What to produce
A tested route from enquiry to order, with a decision pack for the people involved.
A useful check
Where does an interested buyer get stuck?
See it in context
Follow all five practices through a concrete buying situation. Each example is illustrative and states its limits.
Explore the examples ↗