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Overview
In the proposal process different people play key roles at different points of the decision making process. The entire body of people involved in the decision are the Decision Making Unit or DMU. Your goal is to identify the key person who has the power to say "Yes!" to your proposal. To do that, it helps to understand the various roles people play.
Key Decision Maker
This person is the one to whom the others usually defer. He/she is the one who can say "Yes!", while the others in the process can usually say "No". The key decision maker usually controls the budget or the functional area for your proposal.
Gatekeeper
Often a secretary or special assistant. This person monitors access to the key decision maker and is not usually part of the selection process.
Veto Voter
This person often has a reason to prefer another firm or provider, and will not vote to hire you, no matter how perfect your credentials and price. He/she may influence the others involved in the process not to accept your proposal. The best you can hope to do is to neutralize their potential reasons to turn you down
Influencer
Often a long-time friend or associate of the primary decision maker. This person may have the ear of the real boss and can tip the scales in favor of one bidder from among those equally qualified.
Evaluator
The contact you know best often plays this role. They review and weight the various proposals against the selection criteria and make recommendations for who makes the short list. May or may not be part of the final selection process.
Advocate
This is often a person friend, close business contact, or someone with a sound, friendly relationship with you. This person is your ally and will speak out in your behalf and argue your case when the decision makers meet behind closed doors. Arm this person with all the facts they need to argue your messages for you.
For more information on these topics and other strategic issues, see Winning Proposals: A Step-by-Step Guide to the Proposal Process by Kaye Vivian, ABC (AICPA, 1993).
Copyright 1993, 1997 by Kaye Vivian (kvivian@cloud9.net). All rights reserved. Permission to reprint is granted as long as the text is not altered
and copyright notice remains attached. |
