How decisions actually get made.
WHAT VARIES BY BUYER
How many people are involved What approval is required How long it takes What documentation is needed
WHAT TO ESTABLISH EARLY
Who is involved What each cares about What the approval path is What has happened with similar purchases
WHY ASK RATHER THAN ASSUME
Assuming produces deals that stall at an unexpected gate.
WHAT ROLES TYPICALLY EXIST
The person with the problem The person who decides The person who pays The person who can block The person who will use it
WHY BLOCKERS MATTER
They rarely appear until late, and they end deals.
WHO COMMONLY BLOCKS
Technical reviewers Finance Legal Security
WHAT TO DO
Identify them early, and address their concerns before they are raised.
WHAT EACH TYPICALLY WANTS
- Finance: cost and terms
- Legal: risk and liability
- Technical: integration and security
- Users: whether it makes their work easier
WHAT TO PREPARE
Answers for each, in advance.
WHAT TO ASK YOUR CONTACT
What the process looks like, and what could delay it.
WHY ASK ABOUT DELAY
They know, and they will tell you.
WHAT TO BUILD WITH THEM
A shared plan with dates.
