Some good tips this morning on selling to a CFO. Have a fantastic Monday…
CFOs are paid to see risks and downside. Use these 9 tricks to change their minds and eliminate the roadblocks.
1. Never Give a Pitch
The quickest way to alienate an accountant-type is to talk about your wonderful product, your wonderful company, or (worst of all) your wonderful self. They’re about the money, so stick to the subject.
2. Research First
Every CFO has a slightly different way of looking at financial value. Before building a financial case, find out what’s important in this situation and what kind and size of numbers get on the CFO’s radar.
3. Focus on Cost Savings
While CEOs are generally concerned with strategy and growing revenue, CFOs are generally interested in cost savings, backed with hard numbers and expressed in a way that makes sense to an accountant.
4. Be Concise
Present a top-level summary, backed by a detailed financial report with solid, quantified…
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