Economic buyer is a person who control budget and take responsibility of whole project. During consulting sale process, especially, proposal process, get to access to economic buy and establish good relationship is of vital importance.
When bidding process begin, there is no chance to get contact with economic buyer. So secret of success is before bidding process. Sometimes, client will invite you to join the bidding and RFP is sent to your office. If you are acquaintance of economic buyer, all thing need to do is just a phone call to get detail information and do initial need research. But during bidding process, in most occasion, economic buyer is invisible and have to be found out.
Some clues help us uncover who is economic buyer. When you contact client, job title can give us direction of who is economic buyer, which is not sufficiently prove only by itself. When consort situation comes, you can ask: ‘Who is responsibility for project and I want talk with.’ Which assist you to get access to true buy. Organization chart also give you direct of economic buyer, because false true buyer always report to his superiors and organization chart outlet report line, which assist you figure out who is true boss.
It is easy to make distinguish between true buyer and door keeper. Door keeper is sensitive to price, as price is preconditioned by true buyer. True buyer is sensitive to results because that results matters. True buyer have to assess consequence and impact of consulting project. Get access to true buyer is first step for project design. For competent business consultant secret of success is that never submit proposals to door keeper, and never discuss proposal with door keeper.