The market is tough. Pursuing growth is on everyone's mind. Identifying new ways to increase revenue and profit often relies on engaging the right people. They can provide an enormous amount of helpful information and guidance. Here's some guidance for finding these folks.
First, identify your core constituencies - these are the groups that must be on board in order for you to succeed. You will have (a) internal core constituencies, those inside your organization whose dedication and best effort is required for success, and (b) external core constituencies, those who reside outside your organization.
Here is a list of fourteen additional categories to consider when you are looking for the right people:
- Political leaders
This includes more than those who hold office - here is anyone who has power that influences your outcome.
- Policymakers
If principles are being formally adopted that impact your business, you must remain in the loop. Opportunity often arises simply from understanding the nuances and exceptions of new rules.
- Resource providers
Who is furnishing time, money, energy, people? These are the fuels that fund growth. Those that control them are in a position to release or withdraw necessary assets.
- Influencers
Just as often these people are outside the chain of command as within it. Look for those who hold sway over others regardless of position.
- Thought leaders
These are people who are looked to for their expertise in a particular field germane to your program. They are commonly recognized for their deep knowledge, extensive experience, or both.
- Technical experts
Not always recognized or followed, these are the people who genuinely have the know-how: they are specialists in the industry, domain, or technical area.
- Researchers and academicians
Those who conduct and gather findings and those who document relevant knowledge can bring exceptional contributions. Ignoring them can result in the ignorance that sabotages success.
- Practical visionaries
These are the people who make innovation happen. Their heads are in the clouds and their feet are on the ground. They see far, and they know how to implement and deliver results regularly.
- Frontline executers
These are the folks at the coal face. They are in the trenches and carry out day-to-day work. Their expertise comes directly from experience. They are firsthand sources.
- Partners
Partners work collaboratively to make business happen. They are usually in a reciprocal relationship with you, co-designing and even co-executing. If your work changes, theirs will as well. Without their support your efforts will encounter additional and sometimes substantial obstacles.
- Alliances
These are other groups or agencies that have common goals with your group and have agreed to share resources in order to achieve a common set of objectives. They often provide additional reach and leverage, multiplying your results, as you do for them.
- Suppliers
Often overlooked because their relationship is logistical or tactical, suppliers are part of the nitty-gritty of execution and often must change or shift business processes to enable your success.
- Competitors
Often sidestepped except by those who recognize the interdependence of the marketplace, competitors can bring a lot to the table. In some instances, they will even collaborate as long as your joint activity does not directly threaten market share.
- Detractors
Here are three benefits detractors can bring to you:
1. They educate you on your weaknesses. Then you can fortify and bolster your position by addressing the areas they target.
2. Some will convert and become staunch or partial supporters.
3. Simply by associating with them, you will gain respect and build political clout.
