Does your relationship with your key customers and suppliers extend beyond one person?  If your main point of contact left the business would the relationship break down?

In this episode, Leisa Pickles talks about expanding your sphere of influence within your key customers and suppliers to ensure you are maximising your points of contact across the entire organisation.

Leisa talks about the risk of “man marking” and how this is a dangerous strategy to adopt when doing business to business.

Leisa provides top tips on how you can expand your sphere of influence and build a contact matrix for each of your customers and suppliers that extends beyond one department and incorporates the entire team.

In this episode, Leisa also talks about the importance of identifying relevant roles within organisations so that you can speak with authority when gathering contact information and demonstrate your understanding of positions held by key stakeholders and decision makers.

You can follow Leisa on LinkedIn: https://www.linkedin.com/in/leisapickles

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