This matrix helps ensure that ALL the possible influences on the buying decision have been covered. That doesn’t mean that you personally have contacted them, it does mean that the appropriate person from your organisation has though. For example MDs and Chairmen like to talk at their own level – that means your board level people should have relationships at your customer’s board level.
Similarly with your Contracts people and theirs – they love to talk Ts&Cs.
Like velcro, the more of your hooks in their loops the stronger the bond.
| Strategic - Business performance Economic focus I authorise Budgets I watch the bottom line I look at money IN and savings What’s the ROI (Return on Investment) Where’s the Value For Money? How does it fit our Strategy? I look longer term | Tactical - Operational performance I use or supervise the use How will it perform? How will it affect: my department/site/plant? my people? me? How easy is it to implement? How confident am I it will do the job? My focus is shorter term |
| Assessor Does it meet spec: technically? contractually? I compare I evaluate I look at money OUT I am a gatekeeper I have the Power of Veto | Guide I can help for this sale I know the key players I understand the buying process I want you to win |
