如何找到客户方的关键决策人（How to find the key decision maker of the client）.docVIP

如何找到客户方的关键决策人（How to find the key decision maker of the client） The key decision makers how to find clients In the face of the group customer marketing staff, where do you start? In products, technology, price of roughly the same conditions, KEY MAN method is an effective method of work. One, what is KEY MAN? The so-called KEY MAN, is to seize the decision-making power and the influence of the individual project. After the acquisition, confirmed the project information and preliminary evaluation, decided to participate, the following essentials of KEY MAN method: 1. find out the project personnel map and decision-making mechanism Make sure that the project which the person responsible, responsibility and authority of each decision, to the project, and determine the object (KEY MAN) and strength. In general, the project has the support layer and decision layer, support layer by technology, financial officers, decision-making by the competent leadership or the handling department in charge. Technical personnel are often initially approached the project, technical and financial personnel to make a preliminary assessment of the feasibility of the project, financial personnel to the project budget and contract payment influence. According to the target amount, by the competent leadership or the handling department responsible for the final decision, if there is no special reason, decision-makers will not veto opinion support layer. If the target is large amount or social welfare, are more people involved in the project. Project participants may use up to four units and departments, investment units (bank loans), intermediary institutions (service bidding, credit review, qualification, legal and other aspects, the expert group). Even the local government will intervene directly or indirectly, such as leadership, set up a leading group. In accordance with relevant laws and regulations, major infrastructure and public utilities as well as the relationship between the public