CHAPTER 4

Players

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Great things in business are never done by one person. They’re done by a team of people.

—IT entrepreneur, Steve Jobs

This chapter demonstrates how important the players involved in a deal are to the successful outcome of a deal.

Core Deal Team Roles

It is important to map out the key players on the other side as you are ultimately going to have to convince them all of your proposals. As part of the process of information gathering to bolster your deal-closing power base, you need to try and determine who is on the other side’s deal team and each person’s respective power, influence, and final say in the deal-closing process. ...

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