38 Managing Professional Service Delivery: 9 Rules for Success
(e.g., company president or city manager) or a technical/ functional director (e.g., vice
president of operations or public works director).
Determining who the Decision maker is
Identifying the decision maker is relatively easy. We recommend beginning your
research by visiting the client’s website, then making a number of exploratory calls
to the target client and gaining intelligence on how their procurement process works.
We have found that you may encounter a couple of obstacles in this process:
1. In some cases, all proposals must go through the procurement organization.
Many organizations have set up governance structures with the announced
purpose of establishing a more equitable ...