Our clients are normally selling business critical or at least high value tech solutions. The economic buyer invariably gets involved. Since the lockdowns the FD / CFO has, for many of our clients, been put into the lead generation strategy.
Covid accelerated two agendas. Firstly ‘”We need to cut costs” and secondly “everything has to be approved by the FD”. As a consequence those selling tech solutions are well advised to consider the economic buyer early in the lead generation process.
Apart form making the FD aware of the service and the cost benefits there is a lead generation benefit in talking to FDs. They are invariably on the board and have a very good insight into who’s who within a company. i.e. get the FD onside and they will point you in the right direction.