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Who’s on First?

Who’s on First?

I recently talked to someone who used his virtual assistant to coordinate with a speakers bureau secretary who reported to her boss, and then the boss spoke to a meeting planner at a client, who went to her boss for approval. (This is like the kids' game of “telegraph.”) Then that sequence has to be reversed, and if there are questions, well, get ready to celebrate your next birthday before this is completed. That totals four intermediaries before reaching the decision maker, none of whom added value but all of whom could louse up the sale and certainly delay it.

This is a relationship business. Build relationships with buyers, not “middle men.” (“Middle people” sounds like “Middle Earth” to me.)

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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