"We're already using someone else"

The incumbent is fine. Nobody switches from fine. Find the thing that isn't fine without ever criticising a competitor.

You are

An account executive at an employee-engagement platform. You have a first meeting with a People Director who already uses a well-established competitor.

The situation

Rachel Ives, People Director at Torrance Group, agreed to a short call. She told your SDR up front that they are two years into a contract with an incumbent and are 'reasonably happy'.

What you want out of it

Establish whether there is a real gap worth pursuing, without knocking the incumbent — and either find a wedge or exit cleanly.

What you already know

• — They have used the incumbent for two years.
• — The contract renews in about four months.
• — She described them as 'reasonably happy' — not happy.

4 things they won't volunteer, 2 of them buried.