The 3 Roles in a Buying Center

This is important to know if you sell a project or manage a project, so that you get success.

1. What is a Buying Center?

That is a group of people who influences or takes the decision for buying or purchasing your product or service. 

For example, if you are buying a holiday trip your buying center s your family or the friends with who you plan to travel together with.

If you are a restaurant owner and your purchase fruits, vegetables, and fish the Buying center is complex as there is of course you and the chef, the Financial guy, but as well the guests and many others may be are part of your buying center.

Imagine you get announced as a Project manager, or you see yourself as a project leader, or you are starting a project and need financing.

If you want to get the commitment of all participants and their buy-in you need to be clear of your role and their role.

2. What are the 3 ROLES of a Buying center in a Project?

We have for simplicity defined 3 Roles.

1 DECISIONMAKER

2. EXPERT

3 USER

Let me ask you: Are you a BOSS or Project manager who is managing all these 3 Roles? In which Role are you yourself?  Who else is involved? 

n sales training for large corporations we identify more specific Roles. But Just for the daily practice, it is always essential to ask yourself what is my ROLE, her/ his  ROLE in the game.

So in our Project Management Training courses for all our Project leaders with a responsibility of more than 100 Million USD, used this simple framework of 3 Roles to get clear on how to involve and manage engagement to get the tasks done in time and to solve problems and challenges in time.

You may do an extensive Stakeholder analysis in the beginning and clarify the roles of each person.. That is fast and helps you to get Buy-in and financing if needed.

3. How to identify your 3 Roles?

You may want to use our Workshop templates to get it done today.

Watch the video

Grab your PDF workbook here that we use in our Project management workshops to help to get a fast result. Try it you will be amazed at what comes up. 

Once you have downloaded the pdf you may want to get feedback on your specific situation. We have a paid Project Leader Lounge with weekly Q&A. You may want to check that out. You can get advice from 20 years of project development, selling to VIPs, and being involved in projects like how to Building 5 Star Hotels and working with Starwood and IHG, Planning and construction of Hospitals, Retail centers, Cinemas, delivering and setting up and implementing equipment for Mobile Telecommunication Base stations, Power plants, Oil pumps, improving process automation in Breweries, assembly lines of Car industry suppliers, warehouses, airports, transportation systems and finally how to set processes and automation for customer communication and your marketing.

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