Hello, is anybody out there?

You’ve perfected your pitch, sharpened your strategy, and poured your heart into crafting an offer that’s irresistible… or so you think. But if your emails are going unanswered and your calls are disappearing into the corporate void, you might have a problem: you’re talking to the wrong people.

Navigating corporate hierarchies can feel like finding your way through an elaborate maze—except the walls keep shifting. Yet knowing who to approach is often the key to unlocking transformative opportunities for your business. Let’s dive into how you can make sure your pitch lands with the right decision-makers.

The Transformation: From Wasted Effort to Strategic Impact

Imagine pitching to someone who truly gets what you do—someone who sees the potential and has the authority to say, “Yes.” It’s the difference between spinning your wheels and moving forward with confidence.

When you’re talking to the right people, you can:

• Shorten the Sales Cycle: Fewer back-and-forths, more decisive action.

• Build Real Connections: Engage with decision-makers who value your expertise.

• Achieve Bigger Wins: Stop settling for smaller projects when the bigger opportunities are within reach.

Why Many Businesses Miss the Mark

It’s not uncommon to spend months nurturing a lead only to find out they’re not the person who can greenlight the deal. Here’s why this happens:

1. Relying on Gatekeepers: Gatekeepers—assistants, middle managers, or junior staff—play a role, but they rarely have decision-making power.

2. Ignoring the Org Chart: Corporates thrive on hierarchy. Without understanding their structure, you risk pitching to the wrong level.

3. Failing to Do Your Homework: Skipping research means you’re approaching corporates with a one-size-fits-all message, which rarely resonates.

The Lightbulb Moment: Find the Decision-Makers

Decision-makers come in many forms, but they share one crucial trait: the authority to say yes (or no). Here’s how to identify them:

1. Start with Job Titles: Look for roles like “Head of Procurement,” “Marketing Director,” or “Innovation Lead.”

2. Leverage LinkedIn: LinkedIn is your best friend for mapping corporate hierarchies. Use it to identify potential contacts and see how they’re connected within their organisation.

3. Ask for Referrals: When in doubt, ask gatekeepers or existing contacts for introductions to the right person.

The Art of the Approach

Reaching out to a decision-maker isn’t about cold-calling with a hard sell. It’s about creating a connection and showing how you can help solve their problems.

Steps to Make an Impact:

• Personalise Every Message: Reference their recent initiatives, challenges, or goals to show you’ve done your research.

• Position Yourself as a Solution: Highlight how your expertise aligns with their needs.

• Be Respectful of Their Time: Keep your communication concise and to the point.

Navigating Stakeholders: The Corporate Maze

Rarely does one person hold all the power in a corporate decision. Most deals require buy-in from multiple stakeholders. Here’s how to manage this:

1. Understand Their Priorities: Speak to each stakeholder’s unique concerns. For example, finance teams care about ROI, while marketing teams want innovation.

2. Build Consensus: Engage with key players across departments to gain collective support for your proposal.

3. Stay Flexible: Be prepared to adapt your pitch based on stakeholder feedback.

Why Talking to the Right People Matters

When you’re pitching to decision-makers, the potential goes beyond landing a single deal. You’re laying the foundation for:

• Long-Term Partnerships: Corporates value reliable suppliers and often reward them with repeat work.

• Expanded Opportunities: A successful project can lead to introductions to other teams or companies.

• Credibility Boosts: Being associated with a corporate client elevates your profile and attracts new business.

The Tease: Cracking the Corporate Code

Figuring out who to talk to and how to approach them is just one piece of the puzzle by joining the next round of Cracking the Corporate Code. This flagship program walks you through the entire process, from identifying the right contacts to pitching with confidence. You’ll learn how to:

• Map corporate hierarchies like a pro.

• Tailor your approach for maximum impact.

• Turn one corporate deal into a pipeline of opportunities.

Final Thoughts: Make Every Pitch Count

Imagine this: It’s April, and while the rest of the world is caught up in spring cleaning, you’re planting the seeds for transformative growth. By talking to the right people, you’re not just pitching—you’re building relationships that will propel your business forward.

The question isn’t whether you should work with corporates. The question is: Are you ready to talk to the people who can make it happen? Let’s get started, book your spot today!

https://kirstycarrstrategy.com/cracking-the-corporate-code