Sometimes
when your long-sought-for deal hits a snag, it’s because you lack an internal,
influential supporter. Even though you had worked with a number of contacts and
discussed the project with many stakeholders, the contract has not been inked
and there are signs that it never will. What is being said and who is voting
behind closed doors?
If
you are not able to sit at the table with your client during these discussion,
put your best strategic account planning into play. It is high time you found
someone to be your internal champion…someone who believes in and can advocate
for your solution, someone who has significant influence with the key decision
makers.
Identify
someone in the company who is likely to support your ideas and who has the
power but perhaps not the position. Meet with your potential champion to
present your solution. Ask for help in moving the project forward…a win for
you, a win for your supporter, and ultimately a win for the organization.
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