Kofi's "let's keep talking" is an answer [...] Interesting isn't painful. You have a relationship, not a deal, and your job this quarter is to find out which one it can become.
What's actually going on
A VP Finance who keeps taking calls but won't commit to timing usually falls into one of these:
1. There's no trigger. Nothing is broken enough to justify a migration, a procurement cycle, and training his team. Card programs and AP are sticky; "better" rarely beats "working."
2. There is a trigger but it's on his calendar, not yours [...] a renewal with their current card provider, a new controller starting, an audit finding, a clinic acquisition, a fiscal year rollover. He hasn't told you because you haven't asked the right way.
3. He's not the decision maker. At a multi-location vet group, there may be a CFO, a PE sponsor, or an owner-operator who actually signs. Kofi is gathering information for someone you've never met.
4. He likes you and finds it easier to keep saying yes to a call than to say no.
Any of these can be true at once. None of them get solved by another discovery call about features.
What to do this week
Have one honest conversation with Kofi, and make it different from the last five:
