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Often there are influencers and powerful contributors behind the scenes. We must uncover who they are by asking W questions:
What other individuals are consulted before decisions are reached?
Whose opinions help to set strategy, tactics and policy for our counterpart?
Does the decision require an expert or technical specialist's approval?
Who are those experts, and what is the extent of their influence?
When we are pursuing this we should build a humanogram, a human map of who does what in the organisation. Get your counterpart to help you build it; let them draw on it with pencil or pen. You might even ask whether any of these individuals play sport together or socialise together, thus finding powerful pairings - which may be helpful information indeed.
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