As you think about these types of questions, think about the importance of who you are doing your research with.

• With a coach, you can cut through all the nuance and get true insights about:
  • The key players and their priorities
  • Your competitors and their strategy
  • Your optimal strategy
• With an evaluator you need to be careful and discerning
  • Are they giving you the straight story?
  • Could they develop into a coach?
  • Could they actually be a gatekeeper, or develop into one?
• With a gatekeeper, you need to be nimble and not get blocked
  • How aggressive are they?
  • How powerful are they?
  • Should you engage or avoid?
• With a procurement contact you need to find out:
  • What is their involvement in the process?
  • How much influence do they actually have?
  • How balanced is their perspective?
• With the Decision Maker
  • First you have to identify them
  • Then you have to get to them
  • Then you have to blow them away!