Your Main Contact Might NOT Have The Authority to Say "Yes"

One of the mistakes I made early in my career was assuming that my first contact was the main decision-maker, just because they were the person who reached out to me (or who answered my call). I remember one deal in particular where I thought I had everything locked down and then at the last second they said the clinical person had another favorite.

I was blindsided. It turned out that my main contact was given the task of gathering information, and he DID like me best, but that didn’t matter in the end. He couldn’t make the final decision and I had been putting so much effort into my relationship with him that I forgot to ask the most important question: “Who else will be involved in this decision?”

And after you have a good relationship with your contact, you can even go further and find out:

👉 Who controls the budget?
👉 Who else has to sign off?
👉 What will the final decision-making process look like?

Having a champion inside an organization is incredibly valuable, but don’t confuse having someone who WANTS to say yes with having someone who actually can.

What do you think? Share with me in the comments!

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