Comments on: Who is influencing your next deal? http://fredmcclimans.com/2011/06/28/who-is-influencing-your-next-deal/ analysis - innovation - execution Wed, 12 Aug 2015 22:47:53 +0000 hourly 1 https://wordpress.org/?v=4.0.38 By: 5 Trends shaping business influence today « fredmcclimans.com http://fredmcclimans.com/2011/06/28/who-is-influencing-your-next-deal/#comment-302 Tue, 19 Jul 2011 16:00:19 +0000 http://fredmcclimans.com/?p=741#comment-302 […] Who is influencing your next deal? » […]

]]> By: Fred McClimans http://fredmcclimans.com/2011/06/28/who-is-influencing-your-next-deal/#comment-297 Mon, 11 Jul 2011 17:18:00 +0000 http://fredmcclimans.com/?p=741#comment-297 Nice point Alan. Taking it further, when considering who is influencing a deal, you also have to take into account the level of impact a particular individual/group may have at the various stages of the deal cycle. Your competitive influence matrix needs to involve more than two axis. Thanks, as always, for the feedback (that makes me think about the subject just a little bit deeper).

]]> By: Fred McClimans http://fredmcclimans.com/2011/06/28/who-is-influencing-your-next-deal/#comment-296 Mon, 11 Jul 2011 17:14:00 +0000 http://fredmcclimans.com/?p=741#comment-296 Thanks Cheryl. You hit a key word – ecosystem. The buy/sell relationship is almost never a 1:1 relationship, it it built on the relationships of many (some obvious and some so deeply buried they’ll never find the light of day!). Thanks for the feedback and support – Fred

]]> By: Cheryl Burgess http://fredmcclimans.com/2011/06/28/who-is-influencing-your-next-deal/#comment-293 Wed, 29 Jun 2011 14:37:00 +0000 http://fredmcclimans.com/?p=741#comment-293 Fred,

Corporate ‘ecosystems’ are full of important individuals, whose impact on purchasing decisions is both pivotal and misunderstood. It is truly challenging and very important to know the key influencers.

Great insights!

Cheryl

]]> By: Alan Berkson http://fredmcclimans.com/2011/06/28/who-is-influencing-your-next-deal/#comment-292 Wed, 29 Jun 2011 00:00:00 +0000 http://fredmcclimans.com/?p=741#comment-292 Like any force, for influence you need to understand the velocity (level of impact on decision) and direction (positive or negative). 

]]> By: Fred McClimans http://fredmcclimans.com/2011/06/28/who-is-influencing-your-next-deal/#comment-291 Tue, 28 Jun 2011 20:05:00 +0000 http://fredmcclimans.com/?p=741#comment-291 Thanks Lewis. Your “secret sauce” comment is one of the most important, yet often overlooked, ingredients in making any good deal (often because they don’t realize the significance of being able to counter – or take advantage of – those that are influential in the business operations of their potential customer/partner).  Of course you know what has to come next…. “Why an advisor can be your best negotiation tool?”

 – Fred

]]> By: Lewis Poretz http://fredmcclimans.com/2011/06/28/who-is-influencing-your-next-deal/#comment-290 Tue, 28 Jun 2011 17:20:00 +0000 http://fredmcclimans.com/?p=741#comment-290 Fred – love the way you break this topic down. Great chat today. Thanks for doing what you do….

The secret sauce ->>  If you can figure out just who your prospective client is listening to…

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