Whether it is a captain of industry or the head of a department; when it comes down to decision making there is always someone in charge. Getting that decision maker to buy into your offering is certainly wise. Ugly Duckling says:
Everyone is in charge of his or her own decision!
Think about it. Operational people make decisions all the time, just like the CEO does. Sometimes those decisions involve you, whether you like it or not. Solicit their cooperation and make your buying realization initiative into a team effort. They reap the benefits of contributing to an outcome that takes their interests into account. The management ends up with a proposition that guarantees the buy-in of their organisation. Everyone wins.
Am I suggesting you start at the top then? That wouldn't guarantee the best results either (see also 'Top Down ').
Here is what you do. Who ever you happen to talk to first is your best contact: whether that leads up, down or sideways on the organisational chart. Do they know more about their organisation then you do? You better believe it. Will they help you? That depends on your intentions. If you solicit their cooperation and ask questions relevant to them, they will (see Questioning). If they don't have an appropriate answer they will know who does. That is a promise.
And then... Step by step you unravel all the aspects relevant to this organisations buying process. Thus a picture is painted of the best possible outcome for them and you. One that each can relate to. All things considered! .
