By k | May 29, 2010 - 6:00 am - Posted in Corporate Games

When I was pitching new products or systems
at a major quick service restaurant chain,
we always pitched to
the biggest franchisee first.

We would approach him,
ask his feedback early on in the process,
and give him the option
of testing the system or products first.

Why did we do this?

Because we knew
that as the biggest, most successful franchisee,
he had influence over the others.
If he didn’t like something,
the others were less likely to like it.
If he liked something,
he’d use his clout to push it through.

We also knew
that if we pitched the idea
to someone else first,
he’d find out
and get in a snit.

Everyone wants to be first
(or at least have the option
of being first).
Woo your key partners first.

This entry was posted on Saturday, May 29th, 2010 at 6:00 am and is filed under Corporate Games. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

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