Describe how you would manage an enterprise deal with eight stakeholders, including one who is against your solution.

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RED SAG · Accepted Answer

I would start with a stakeholder map: each person, their role in the decision, how much influence they have, and whether they support, are neutral or oppose us. I would make sure I am connected to several people, not only one contact, so the deal does not depend on a single relationship. I would work closely with a champion who has influence and coach them on making the internal case. For the person against us, I would ask for a direct meeting to understand their concerns. Often it is risk, workload or loyalty to another vendor. I would address that with evidence, references or a pilot, or involve our experts. Each stakeholder gets value framed for their priorities. A mutual action plan would keep everyone aligned on steps and dates.

Describe how you would manage an enterprise deal with eight stakeholders, including one who is against your solution.

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