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"The buck stops here." –Harry S. Truman

In four short words, Harry Truman's quote, originally intended to communicate that the responsibility for leading the country rested with him, also expresses how business is really done.

Every rainmaker seeking a prospective client's business knows that in that client's company, someone is responsible for that buck. And that someone is the "decision maker."

Decision makers have often made themselves difficult to access, and for good reason: everyone wants access to them and that buck. Not only have they made themselves difficult to access, but they have made themselves difficult to see through the smokescreen of other decision-maker layers and look-alikes.

Will the Real Decision Maker Please Stand Up?

A client of mine, a partner in an accounting firm, had an appointment to meet with a client of his to discuss how he might offer additional services to his company. This accountant had a reasonably good relationship with the business owner, his client, and so he felt pretty certain walking into the meeting that he had a great shot at winning additional business.

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