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As far as you’re concerned, you’ve done everything right.
Now you’re on the phone with your contact. You’re hoping this will be your last conversation before they fax the contract through.
Finally you ask, "So, is the agreement ready to be signed?" There’s a silence, and then you hear the disheartening words: "Oh, I realize that I should really have Mike and Julie, look at it before I send it over."
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Talk about being set up to believe everything was going to be smooth sailing -- now a big wave has overturned the boat and it’s sinking fast! Why didn’t he tell you he wasn’t the final decision maker? Why did he lead you on?
Most important, what can you do to stop this from happening again?
Don’t despair! Here are seven ways to end the chasing game with decision makers:
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1. Understand the psychology of working in an organization.
No one in an organization wants to make a wrong decision and then be left holding the bag and looking bad. What’s more, in many cases even CEOs of companies can’t make final decisions without the other executives on their team buying in.
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So, even if your contact tells you that he or she is the only one making the decision, in most cases that’s highly unlikely, especially in larger organizations. Once you understand that, you’ll find it easier to roll with the news that others are actually involved in signing off on the decision.
2. Make sure your contact has the authority to sign the agreement without approval