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.