A recently completed 2009 Boardroom survey confirmed an interesting trend. Decisions, formerly delegated to mid-level operations managers are now being made at the top or executive level. 

In this period of tight money, boardroom executives are frequently making decisions about interim financing.  With easy money sources drying up in our uncertain economy dominated by government bailouts and bank failures, senior executives across all sectors are handling finance-related activities.  At least, until some degree of consumer confidence is restored and demonstrated with more robust retail sales, which are unlikely to happen until 2011.

So, how do you begin this process?  Why not add this activity to your 2010 Business Resolutions? Make it a priority!  Add this 2010 Resolution: I will identify and call on executive level decision-makers who will be most affected by the use of my services and products.

Much of what you already know about successfully dealing with entry level and mid-level managers still applies. However, because the stakes are higher as you ascend the corporate ladder, you need to learn some new rules of engagement plus new realities.

While What is In It For Me (WIIFM) still rings true, there is a new caveat.  It is essential to identify who at the executive level will be most affected by choosing your products and services over your competitors’ or even deciding to budget money for your purchasing category, at all.

This person’s buy-in or sponsorship has several ramifications. If the company has never made this type of purchase, then finances set aside for other capitol equipment purchases may be reduced or denied entirely, if your category is determined to be more strategically important to achieve long-range goals.

Even the lingo or language of those who occupy the boardrooms is different. Strategic implications and concepts, which affect long-range goals and objectives, are the words of the day. People at this level are concerned with multi million dollar decisions which will affect their entire organization and how they will be scrutinized by corporate stockholders and their Boards of Directors.

In my next posting, I will share the details of how my understanding of one CEO’s concept landed me a training client worth several hundred thousand dollars and a referral for a training contract with an Industry Leader.