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SALES
By Ira Koretsky
H
ere is a brief summary of the scenario present- business. Let’s now identify your future internal
ed in part one. You have an excellent work- champions.
ing relationship with a key decision maker, Susan,
at BestClient Corporation. Over time, you have Take out a blank piece of paper and draw the
built up a strong bond with her based on consis- diagram shown here. In the center circle, write the
tent quality and value. Your strong relationship has name of your most important Key Person from
guaranteed a contract renewal each year. Sudden- your top client organization identified in Step 2
ly, Susan departs after a company or departmental (such as Susan). Think of the four people
reorganization. most important to your Key Person,
those who are in the “Inner Circle.”
At any time, you may find your relationship in Examples include executives,
jeopardy because of such significant events. experts, up-and-comers,
Additional examples include promotions, change assistants, decision
of management, acquisitions, and retirements. makers, stakeholders,
and opinion leaders. Use
To minimize your downside risks from significant the formal organization
events, last month’s article recommended the initial chart and the informal
two steps of four step process. Step 1 is Identify lines of communication
Your Target Organizations. Step 2 is Identify Key to help you determine
Persons. Key Persons are individuals in your client’s who belongs here.
organization with whom you have a very strong
relationship AND where each person has significant Write their respective
status. Significant status includes decision makers, names next to numbers one
major influencers, and thought leaders. The “AND” through four. The circles and
here is very important, as each key person must be arrows in the diagram are guides
in a decision-making position. to help you identify bosses and team
members. You do not have to follow the
Examples of Key Persons include members of the up/down or right/left conventions if they do not fit
C-suite such as the Chief Executive Officer (CEO) your situation. The important point to remember
and Chief Financial Officer (CFO). Examples of non- is that the inner circle simply represents the first-
C-suite Key Persons include vice president of public degree connections to your Key Person—the most
relations and manager of software development. important ones. If you need some guidance, make
Person 1 the direct supervisor and Person 2 your
Step 3. Expand by Eight Key Person’s direct subordinate. Then identify two
From Part 1, you developed a list of your top clients of your Key Person’s peers as Persons 3 and 4. If you
ranked according to the highest risk of losing do not know a person’s name, use a job title as a
0 ThinkBusiness June 2009 1
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