The champion with no budget

Help them build the case they can't sign. For the buyer who likes what you sell and can't approve it: find who can, and put the problem in front of them in the champion's own words.

Part of the Carrow programme. In this sample academy, only the first course, Discovery: the second question, is open.

Lessons

• Loves it, can't sign. Narrow 'I can't sign this' to the one thing behind it: no budget, or someone else's call.

• Who signs, and what they need to see. Ask your champion how a decision like this was last made, and by whom.

• The case in their words. Build a one-page case from the champion's own problem, what it costs and what they've tried.

• Rehearse the champion. Practise the conversation your champion will have with their finance lead before they have it.

• A date, or a no. Find out whether the money exists this year, next year or not at all, and leave with a date either way.

• When to meet the signer yourself. Ask for the introduction without going round the person who brought you in.