RULE OF THUMB

“No one person has the power to say yes, but all it takes is one person to say no.”

“I only sell to the C-Suite.”

COMMON MISTAKE

1. Public sector (especially procurement is risk-adverse).

2. Procurements tend to be complex (ex. Technology) and require involvement from many departments.

3. Purchasing has specific rules and regulations4. Tighter integration across the enterprise where one

procurement serves multiple agencies.

WHY WE ARE HERE TODAY

Know the individual players, their agendas and how your solution advances their cause.

BEST PRACTICE

Know the difference between government professionals and public officials.

BEST PRACTICE

1. Initiators: Who is suggesting a product or service?2. Influencers: Who has influence over the

outcome/decision? 3. Deciders: Who has the final decision?4. Buyers: Who is responsible for the contract?5. End-Users: Who are the end-users?6. Gatekeepers: Who controls the flow of information?

ROLE IDENTIFICATION