Buyer Theory of Mind
This concept seems of growing prevalence lately. My perhaps surface understanding is that it's about how people often misattribute their worldview onto others.
With the specific example of those from what's termed a WEIRD perspective - that is, of Western, Educated, Industrialised, Rich, Democratic background - naturally presupposing those not of similar source think pretty much the same.
Yet as born an Englishman, I learnt it took my forebears almost a thousand years to reach where we're at now. Conflating malleable geography, hard fought freedom and astounding innovation. Expecting those that have not had such a journey to share let alone embrace our underpinning thought processes is pure folly. And as it turns out, potentially hazardous.
For simple starters, half the world is under decidedly undemocratic rule. An even larger proportion is not 'western'. And despite advances, the distance from being above the poverty line to being 'rich' can look a chasm.
Many years ago, an early internet meme - text-based back then - took the traditional saying, 'give a man a fish and feed him for a day, teach a man to fish and feed him for life'. All good so you'd think. Yet literally a ton of alternatives flooded forth replacing the ending with, let's be gentle, less obliging results. Certainly less desirable to those expecting a sustained, prolonged and progressing improvement in the lot of said fish meal recipient.
Moving away from where you stand on societal ills of the day, there exists a similar disconnect potential from our selling theory of mind.
Put plainly, buyers think, act and aspire differently to us sellers. Failure to appreciate this can lead to sales unmade.
Too little effort can go into bringing this out on a bid. Some we cover, others less so.
Who kicks off any issue recognition and resulting assessment?
How do they typically evaluate a purchase?
What makes them decide to go ahead?
Where does accountability reside?
Which resource gets mobilised?
How do they implement, monitor and keep things on track?
Why does the chief exec get involved?
When does the legacy value get assigned (& any re-sign follow)?
Feel it'd be weird to ignore these?