Arriving on the prospect’s short list was a first step. Joke and Paul are eager for the next stage: the demo phase. The prospect asks extended demos in several critical areas. Especially the buying-selling model, including subcontracting should get all attention. It’s their core business. The deal is not closed yet. Paul realizes the importance of being honest, not to create expectations he cannot deliver. Together, Paul and Joke clearly indicate all possibilities. But they also try to already introduce phasing during the demo phase. The customer has to realize the project will take some time.