Written by: Vickie Sullivan | September 26, 2023
Winning the Final Round: 2 Strategies to Influence Decision-Makers
I recently had an enlightening conversation with a Fortune 100 company executive. The executive revealed why decision-makers selected them for a transformational project rather than the other person also vying for it.
The dynamic was very similar to what we face in the final round of consideration for a project.
What gave my executive friend the edge? Perception. In other words, how the decision-makers perceived them. What’s interesting, though, is how the executive cultivated that subjective opinion.
2 Strategies for Winning in the Final Round
Here are two lessons from their experience that you can apply when you’re in the final round of consideration for a project:
• How you approach challenges is significant: Both contenders are experts in their field and have the proper credentials. The deciding factor was their probability of success. My colleague is known for being a strategic risk taker (unafraid but not reckless) and gets the hard stuff done. This had nothing to do with their expertise; it was subjective assumptions about their approach. To apply this lesson, answer this question: Is your approach branded as strongly as your perspective? This is where intangible brand awareness makes a difference.
• Direct experience dominates: Another factor that gave my new friend the edge was allies who had direct experience with them. Strong supporters from other stretch assignments spoke from the powerful “what I witnessed” perspective. Ask yourself: Who has direct knowledge of your work and is in the room when decisions are made? Your network – and what allies say about you – matters.
My friend’s experience confirmed what I’ve witnessed elsewhere. In the final round of consideration, it isn’t about who can do the job but who is the best strategic fit for the project. And that assessment is based on factors beyond your direct control.
Listen: Branding Your Approach
Now Read This: