Continuing from the last entry, can you imagine if you had an answer like this?

"Over the last 3 years, the work we did together to streamline back office procedures has reduced average days payable by 30% and improved net cash flow by 18+%. That's just the beginning. Our proposal to outsource the payroll and benefit management functions will show an even bigger impact on your customer satisfaction target, so let's get moving!"

Having a net, crisp and compelling answer to either of these 2 questions can put us over the top.