Gap Selling for Services: Turn a 35/100 Score into a $200K Engagement

Jim Keenan reduces every sale to a single equation: Current State minus Future State equals the value of the sale. When your diagnostic gives a client a score of 35/100 and the gap costs them $4 million annually, a $200,000 engagement to close it prices itself. Here's the exact process for translating assessment data into undeniable business cases.