Posted In: Business Development
Want to Land the Next Big Client at Your Firm? Understand Buyer Roles
Business development is most effective one-on-one and focused on building key relationships but big clients usually present themselves in the form of complex organizations containing many different potential relationships. Various “buyer roles” are spread throughout an organization, sometimes organically and sometimes by formal assignment. Understanding buyer roles and how to deal with each role will help you navigate a complex organization and build trusting relationships with key players.
Use the chart below to help you navigate all key buyer roles when working on institutional business development.
Legal Services Key Buyer Roles