Como você pode gerenciar efetivamente os relacionamentos com as partes interessadas na manufatura?

Identifying the proper “Stakeholders” is absolutely critical to the overall success of the deal. If you do not have the right stakeholders defined, it can elongate your sales cycle, become an obstacle to success and decrease your overall profitability of winning the deal. There are also MULTIPLE decision makers in today’s sales process, typically at least “3” for every deal. These “Decision Makers” can be defined as the following, the “Business” level decision maker, the “User” level decision maker and the “Financial” level decision maker”. All three are extremely important to involve when working through a sales cycle, and the more you involve all three decision makers, the higher probability you have to winning the deal.

After you have successfully identified the correct “Stakeholders” & “Decision Makers”, it is then critical to properly manage their expectations and capture their business objectives. One way this can be accomplished is by utilizing two key tools called the “Fit Assessment” & “Smart Proposal”. These tools help organizations better understand if their is a TRUE “FIT” when trying to develop a relationship with a customer, as well as properly capturing the “Business Objectives” of a customer and further aligning their expectations. If objectives are not defined and expectations are not clear, this can lead to more challenges throughout the sales cycle.

From my experience, effective management of stakeholder relationships is essential for success in manufacturing. To effectively manage stakeholder relationships, manufacturers should involve and empower stakeholders throughout the project lifecycle. By seeking their input and involvement, leveraging their expertise, and delegating decision-making authority, manufacturers can build strong relationships with stakeholders. Additionally, recognizing and rewarding stakeholders' contributions and achievements fosters a sense of ownership and commitment. By involving and empowering stakeholders, manufacturers can create an environment where collaboration thrives, leading to successful project outcomes.

Sales professionals need to have a clearly defined process and leverage an extensive tool-kit, to ensure they are building the foundation for a successful sales pipeline. This can be done by having a strong process further defining the right “Stakeholders” and “Decision Makers”. Defining the proper decision makers is only the first step, once this has been defined, managing their expectations to the business objectives looking to be accomplished is key.