Happy Monday fellow savages,
I am encountering a common theme in many deals and was hoping this group could share some ideas on how to avoid this issue.
You are trying to inspire an evaluation, get to decision makers, talk to more people at the company... but you are only meeting with one person. You are told an evaluation is on the horizon, you are told of certain organizational challenges and goals, but you are only getting this information from one person.
My question(s): How do you engage with other individuals at the organization without going over your "champions" head? How do you differentiate between an individual who is truly doing their job and vetting a vendor before inviting them to the table, and someone who is actually a "blocker"? Open to all ideas and recommendations, and excited to hear from others in the war room. - GK