The discovery process is exactly the place to reposition you and your organization as advisers. I’ve talked about various kinds of assessments; penetration tests, vulnerability studies, optimization studies, risk analysis, proof of concept, etc. It doesn’t matter what you call it, the point is; you have access, so use it. In the end, it’s marketing, not technology. And, though the highly technical mind aims to turn this into a scientific analysis, you the sales person, know that if you fail to persuade the client to act, you have done a disservice to the client.
© 2011, David Stelzl