Staying close to the decision-maker
What can I do when the CEO commits to a big order but delegates to a lieutenant who wants to kill the deal?
You must find some way to stay in touch with the person who made the commitment.
Try an approach like this: “Mr. CEO, I am happy to work with whomever you designate. However, in my experience, sometimes others don't see the vision you may have. I deeply appreciate your commitment, and I want these programs to turn out as well as you hope they will. In order to ensure that will happen, I would like to give you periodic updates myself. I promise not to take much of your time. "
This keeps the door open to future communications.
Brain Trust contributor:
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