<p>Ok, I could start by listing the 10 most frustrating challenges of<strong> </strong>being a consultant in today’s economic meltdown, but you’ve heard the war stories already. I’d like to limit this blog to one challenge I see, discuss the reason behind it and a possible technique for overcoming the challenge. Oh, and only read this if you subscribe to “relationship sales”. I see my job as building relationships and helping my clients solve their performance management, employee engagement and process effectiveness issues - - not by making “sales calls”.</p>
<p>However, with that said, to keep afloat in today’s market, we all need to widen our relationships within existing and prospective clients’ businesses, so here goes:</p>
<p><strong>Challenge: Getting through gatekeepers who protect their bosses</strong></p>
<p>This is certainly not a new phenomenon, but to listen to sales people these days, you’d think they just got hit by a truck driven by those professionals who are doing their jobs - managing their boss's calendar.</p>
<p>Most every C level executive is inundated with people knocking on their door trying to sell them their “perfect products or solution(s).” These C level men and women are busy. Of course they need gatekeepers who help manage their time so they can get their work done: Managing their departments or organizations with shrinking budgets and decreased staff. </p>
<p>The successful consultant has been and continues to build relationships with people at all levels, and most importantly with the top people and their Executive Administrative Assistants. Very often, Executive Assistants (EAs) have a more well-rounded knowledge of their company than anyone else in their organization. They know who is responsible for what functions and whose department or division could possibly benefit from the expertise of internal or external consultants.</p>
<p>Simply inviting an EA to review your product or read a marketing piece describing your services and then asking for his/her recommendation for whom you should contact can save you time and increase your chances of getting an appointment with the correct people. Many EAs have even been known to make an introduction within their organization, when they see a possible fit between their organization and the consultant's products or services. Of course, we all want to meet with the CEO, but CEOs have only so much time to give and they are mighty busy right now leading their companies through the current financial quagmire. Remember: a 10 minute meeting with a CEO who asks a direct report to meet with you, gets the ball rolling. But also remember, don’t expect to get to the CEO without first going through his AE.</p>
<p>Heck, I have a small company with the similar budgetary and staffing issues as large companies. I'm contacted 365 days a year by email or phone calls from external consultants, software or training vendors who would like a ½ hour of my time to discuss their products and services. I meet with those that I feel will add value to TBD Consulting; but honestly, the percentage of folks that get “a demo appointment” is low. It’s the consultants or sales people who have taken the time to learn about TBD and the services and products we offer, and also kept abreast of our company over the years that I try to make time for. These people have earned my respect. I know that they are calling me because they care about “partnering” with TBD to help us improve and grow our business - - not just to meet their sales quota.</p>
<p>Remember, relationships are built over time. Always keep the needs of your clients (internal and external) top of mind. Look for ways to help them meet and hopefully exceed their business goals and you’ll be a valued partner who stays in business or keeps his job.</p>
<p>And yes, even small companies have gate keepers…</p>
2009-08-17T02:48:11Z
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2009-08-18T10:08:01Z
2009-08-18T17:08:41Z
Most C level executives are inundated with people trying to sell them their “perfect products or solution(s).” These execs are busy. Of course they need gatekeepers who help manage their time so they can get their work done.
The Intrinsic Value of Making Relationships with Gatekeepers
1
2009-08-18T17:08:41Z