VIET NGUYEN (asker) May 23, 2010:

Here is the whole question (in a questionnaire) Question 15
You realised that something was bothering the VP, and it wasn't necessarily the issue from the earlier meeting. By asking him about it directly, you were able to learn that there was a political dimension to this decision that you were not aware of. But talking through it helped the Director make up his mind, and he agreed to sign a contract. You have won a significant piece of business. Now:

1. The contract is signed and you know your client won't regret it, so you are free to get to work on finding other new business. 0

2. Ask your administrative assistant to quickly respond to any future calls from DII to maximize the value of your time. You can't get involved with every account at the day-to-day level. 0

3. Involve the VP and the AM in the implementation planning process. 0

4. Knowing that clients often get cold feet just prior to implementation, be ready to hold the VP's hand, and tell him what he needs to hear. You can always hedge a little later.

Shane Wall May 23, 2010:

Following sentence(s)? This is U.S. English and "hedge" is the "key" word here.

As an Australian native-English speaker, "hedge" could have 3 different meanings:
1) to do something to minimize any potential losses in a 'worst-case' scenario;
2) take some small actions to gain an advantage; or
3) hide or obscure something ... but that is quite old English and probably not correct here.

If you can give me the next 2-3 sentences, it will help me understand the context better.