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 key decision makers and where to find them so as to quickly go past the gate keepers?
For example, it is easier to find the gate owner at Rotary fellowship or Golf Club that at their home or office.
To get to them, first understand their gate keepers – usually the security guards, their advisors’, secretaries and close family relatives.
Remember business is done in the sitting room, not at the gate. How do you go past the gate?
Keep in mind that no business is done at the gate. To win, spend a lot of time with gate owners. To get more insights, listen to the Podcast, gate keepers and gate owners, here. Don’t forget to subscribe.
I remain, Mustapha Bernabas Mugisa, Mr. Strategy.