Читать книгу The Consulting Bible - Alan Weiss - Страница 49

1 Whose budget will support this initiative?

2 Who can immediately approve this project?

3 To whom will people look for support, approval, and credibility?

4 Who controls the resources required to make this happen?

5 Who has initiated this request?

6 Who will claim responsibility for the results?

7 Who will be seen as the main sponsor and/or champion?

8 Do you have to seek anyone else's approval?

9 Who will accept or reject proposals?

10 If you and I were to shake hands, could I begin tomorrow?

There are often, among the non‐buyers, key recommenders who can speed your efforts to find the economic buyer. It's worth developing brief relationships with such people in order to have someone lower the drawbridge over the moat.