Key Decision Makers Don’t

KDMs do not make decisions without underlying support.

It is easy to mistake a key decision maker as being THE customer.  In most cases, KDMs will not make a favorable decision without the express agreement of their staff.  KDMs realize that their staff are the individuals who will be tasked with making the proposed solution effective.  Without their support, KDMs simply don’t make the desired key decision.  Instead, they may choose to make the decision to make no decision.  Do not rely on KDMs as THE customer.