The other day, I talked about how important it was to maintain access to the CEO in your clients’ organizations.
It’s fine to work with subordinates on the team as long as you have private and regular conversations with the person responsible for the long-term value creation in the company.
Mindshare member, Oren, said something in the community that really exemplifies the importance of this idea:
“I know a (very) successful agency owner who puts into the contract a 90min monthly meeting with the most senior decision maker. Claims it makes the world of difference.”
I’m not at all surprised to hear them say that. It’s so important that it’s often worth putting into your contracts.
You can’t do strategic work unless you’re closely involved with the financial buyer and the one person in charge of the long-term value creation of the business: usually the CEO.
You can do mentorship, or coaching, or training. But not the kind of strategic transformation most companies are looking for you to help create.
Demand access to the people who can make the value buy-ins necessary to really create change.
Otherwise, you’ll just be spinning your wheels.
(And if you’re not a Mindshare member and you’re reading this, hit reply or email me at firstname.lastname@example.org and I’ll hook you up with access to the community. Just tell me what you’re working on so I know if we’re a fit.)