Most consultants focus on the C-suite. That’s a mistake.

Most consultants focus on the C-suite. That’s a mistake.

It's easy to think you need to wine and dine the top brass.
I mean surely that’s where decision-making lives.

But here’s the twist - influence runs deeper than titles:
↳ It’s often the mid-level manager who kills your proposal.
↳ Or the ambitious junior analyst who champions your solution.

All behind closed doors, when you're not present.
Decisions are influenced in corridors and Slack threads.
And long before they reach the boardroom for consideration.

Want to win the deal?
⇥ Map the entire decision chain.
⇥ Not just the obvious names at the top.

Who was the non-obvious influencer in your last win - or loss?