Looking to engage the C-Suite for your Consulting?
Are you looking to engage the C-Suite for your Consulting?
The quest often feels like hunting for an elusive hidden treasure, but what if I told you the map is within your grasp?
In a fascinating study conducted in 1995 by Kenan-Flagler Business School and IBM, they examined the involvement of high-ranked executives in the corporate buying process.
What they discovered might surprise you.
Executives are most involved at the beginning; when they're trying to grasp the reality of their business's and industry's challenges and establish both long and short-term business objectives and strategies.
They then take a step back during the exploration of options, setting supplier criteria, and examining alternatives. Typically where the now (largely) discredited inbound motion is being positioned.
Finally, they step back in during the planning of the implementation and evaluate the results.
Many organisations, especially those striving to set up an outbound system, struggle to reach these senior decision-makers.
This is typically because their approach aligns with the involvement of those lower down in the organisation.
To put it simply, they're targeting the explorers when they should be guiding the visionaries.
You now have 3 choices ahead of you:
DECISION #1: Do nothing. Surely you wouldn’t do that if you’ve read this entire post about decisions, actions and leadership?
DECISION #2: Take bold decisive action. If you want personal help to shortcut your time to revenue on the things I discuss in this post then schedule a call with me here. I’ll work out your ‘shoot for the moon’ position and give you some level of clarity on a challenge you are facing or a goal you want to attain. And IF we both think I can help, we can talk about me working with you 1 on 1 to make big shifts in your vision, action orientation, clarity and RESULTS.
DECISION #3: Dip your toe in the water. Sometimes small steps provide momentum. Upgrade to a paid membership ($99 a month) and get instant access to over $1K worth of training courses, a chat app to ask me questions AND the huge value of having me on your team. I’ll undoubtedly see a bigger vision for you than you can do on your own and I’ll make it my mission to get you there.
