Don’t Burn Bridges – Make Heroes

Many coaches and consultants focus too heavily on getting to the decision-maker.

In the process, they may steamroll or dismiss others in the organization. This will backfire. More and more organizations require multiple decision-makers. CEOs no longer have free reign to bring you in just because they like you. You may get vetted like others.

Moreover, while your contact may not be the decision-maker, they can help.

Here’s a mindset shift…

– Make them the hero
– Help them look good
– And be honest & sincere

Here’s one suggestion:

“Given the strategic nature of my work, typically I work directly with the c-suite to ensure success with projects like these – and I definitely want to make you look good. What things can we do together to make that happen?

Make heroes