When I meet with potential clients for the first time, the first thing I always do after going over pleasantries and introductions is to dive right into the heart of what we’ve identified as the “five questions”. It’s not a sales pitch at all. We don’t consider ourselves to be sales people and our clients never have to deal with sales people or account executives or whomever; rather they deal directly with their Virtual CIO. Nevertheless, what these five questions do is get people to think about their views of IT and give them an alternative way to approach technology in their environment.

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