Getting Results Magazine Getting Results Magazine Fall 2018 | Page 14

RELATIONSHIP BUILDING BUILDING A RELATIONSHIP WITH A CEO? WOO THE INNER CIRCLE FIRST By John Ruhlin W hen building partnerships with other businesses, most entrepreneurs naturally target the C-suite leaders first. That’s understandable: CEOs, after all, are the decision-makers, so naturally you and every other entrepreneur is going to clamor for a meeting with the top brass. 14 | FALL 2018 However, the problems you want to solve are not likely to be the same ones keeping those executives up at night. What’s more, your constant calls and follow-up emails are actually a turnoff for CEOs. And your messages will probably just get buried in the 84, on average, other emails, that CEOs typically receive in a day. Getting the face time you need to close a deal is a challenge, all right. This is why you should rethink identifying the “right people” to contact. Every business leader maintains a core staff that manages his or her schedule, advises on business decisions, coordinates events and acts as this leader’s gatekeepers. For this reason, your only shot at landing a meeting with the CEO is to find an internal advocate who can prioritize the proposal and