You’ve spent months of resources on a huge proposal with an important prospect, have built a very good relationship with the sponsor of this proposal, but the sponsor moves to another position or another company. All you’ve been waiting for is the final sign-off for the project to begin, but you can’t connect with the sponsor now.
What to do?
Well, if you’ve played your cards right, you have spent time gathering information on their boss, along with everyone else in the approval process. In today’s business world, there is no longer only one decision-maker. But, you’ve been following a sales process, tracking all steps of the client’s buying, decision-making process and you have put all the valuable information into your CRM system. Now you are positioned to call others within the organization and remind them of the value for keeping the project moving forward.
Always, keep in mind that your current sponsor could be out of the picture tomorrow. You need to be ready to access other top decision makers quickly. You can’t do that without their information at hand.
If you haven’t played your cards right yet, learn more about your best hands at