Are you playing with the gate keepers or gate owners?
Gate owners like to do business with fellow gate owners. A gate owner is key decision maker, usually the person who signs on the cheque. You have to good at identifying gate owners. Most of the time they are not easy to find. In some companies, a person signing on the cheque could be a gate keeper. You find the decisions are taken by someone not physically present at the business. That is why as a shrewd business person, you need to invest in research and market intelligence. Who are the […] Read more