Module - Political Mapping

In a major sale there may be many people in the decision group.  Decision makers, recommenders, gatekeepers, budget holders, technical specialists, financial evaluators, users, consultants, contract negotiators, purchasing.
These people may have more or less power; they may be friend, enemy or indifferent.
They may be rising in the organisation of falling.

In addition, there may be Boards or Committees that either make or influence decision.

In this module, we present a graphical tool that helps to unravel the politics and produce a comprehensive Contact Plan.
Who are the people we need to meet and influence?  When should we try to meet them?  What are the issues that are important to them? Who can give access to them?  Who might get upset if we go above or around them?
Frequently, this module highlights that we are too dependent on one or two key prospect staff.  And sometimes they are not even the most important in the decision.

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