The Executive Holds the Big Yes
This is the person with true final authority. The bigger the financial commitment involved, the more likely that power sits with a top executive rather than the day-to-day user. Without access to this person, your chances of winning the business drop fast.
The User Works With You Every Day
In-house counsel, controllers and risk managers are common examples of the user influencer. Because they interact with you the most, other decision makers often weigh their opinion heavily, even though the user typically has veto power rather than final approval.
The Outsider Advises From a Distance
Investment bankers, commercial bankers, bonding agents and outside board members often carry a strong influence on any decision to hire a major professional firm. A referral from a respected outsider can be a powerful yes signal to the executive.
The Deal Killer Screens on Standards
Every organisation has someone whose job is to measure you against a set of technical standards and either pass or fail you. Learn who this person is early and understand exactly what standards they are applying.
Final Thoughts
A sale rarely comes down to one conversation with one person. Map out the executive, the user, the outsider and the deal killer before you invest heavily in a proposal. Doing this early saves you from being surprised late in the process by someone whose opinion you never sought.
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