Business consolidation is a fact of life, and no company is too big to be acquired. When that happens, the center of decision-making often shifts to the acquiring company.

When it happens and you've not prepared for it, you have to know how to make contact with the new decision-makers. The RainmakerVT video lesson, Gaining Access to Decision-Makers teaches you how to do that.

Once you've solved your immediate problem, you have to take steps to create additional relationships so you're not over-invested in one set of decision-makers or influencers again. 

Getting Inside the Tent: Identifying Less Obvious People Who Can Provide an Entry Point teaches you how to recognize others who will find you relevant, and who you can cultivate. (If you've not already learned the Door-Opener concept, you should spend some time with the interactive simulation, "Door Opener": Associating Yourself with Issues That Drive Demand.)

Before doing anything, though, you should watch the free video "Why You Need to Market & Sell Differently: Buyers' Comments." In it, you'll hear from legal service purchasers why they hate being pitched, and why they favor what you'll learn in RainmakerVT.

All RainmakerVT courses are available from your firm's Marketing- or Business Development department.

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