Читать книгу Never Say Sell - Tom McMakin - Страница 28

Esther Veenhuizen, marketing director for Protiviti's Global Financial Services Industry Practice, says, “If we have just one buyer in a firm, that's a huge risk. What if the person leaves?” All it takes is for that buyer to leave – by choice or by force – and we're back in the position of needing to land a “new” client all over again. We're in a much better position if we have buyers and champions all across a client organization. Then, when one of our buyers leaves, we have others who can vouch for us. When our main buyer is pitching our services internally, there are others in the room who can speak to the quality of our work and echo our buyer's proposal to engage with us.