Is your sales pitch more important than your IA strategy?

So, last night I was thinking…

… it’s just as important to be able to come up with a solid IA strategy as it is to be able to sell in that strategy. To explain to your stakeholders why your approach is the right one, and why they should approve it.

So, what if you’re really quite good at this ‘sales’ process. Rationalising the approach that you’ve taken and being able to describe that in terms that are aligned with the overall project strategy.

You sound confident and authorative and you use words that your client may not understand (but probably won’t tell you because they don’t want to look dumb).

What if you’re just really good at selling bad ideas?

Well… its possible, isn’t it?

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