Have you ever worked with a client who seems unable to make a decision on the spot? Frustrating, right? It's highly likely that 'indecision' is not an issue with them personally, but rather that they are required to defer to a someone else within their organisation.
Your job (should you choose to make your life easier) is to identify who the decision-makers are in your client's organisation and how their decision/approval process works.
The easiest way to do this is to ask your contact for an organisation chart. If you are very lucky, they may be willing to hand over a pre-existing chart, but it's more likely that they will verbally tell you who all the relevant players are.
As well as helping to clarify the decision-making process, a thorough understanding of how your client's business is structured should help to illuminate:
Without an understanding of how your client's business is structured, you may only ever work for this client in a one-dimensional capacity - one type of work with one person.
Gaining a big-picture understanding of your client's business will enable you to have a powerful sales-based conversation (which may include multiple people across multiple departments). From this knowledge you can maximise your up-selling, cross-selling and other business opportunities. Happy chart-making!
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