Why is gaining ‘executive level sponsorship’ so vital to a transformational deal?

• Without it you are putting your reputation at risk. With it you validate the hypothesis you’ve created based on your intense research, why you are aligned.

• As a rule - Rob not a fan of politics yet acknowledges the need to understand the client’s politics.

• Economic buyers want to understand ‘What is in it for me?’ (how will this support my ambitions, corporate influence, political capital, perception within the organisation.)

• Position 90% of your message on achieving their Personal agenda use their Fears (Risk), Greed (Opportunity and Leverage) and Ambition (Ego).

• Is it going to put their promotion, pay rise or kudos at risk?

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