Almost every business professional knows about clients asking for something that they can’t realistically have. Maybe that’s the “Rolls Royce” version of their service, but at “Nissan Micra” prices. Or it’s having an environmental report completed next week, when it will require a year’s worth of site-specific wildlife data.

Does your firm need to reach the top levels within your target clients, if it’s to sell its services successfully?

It could be that your firm does large, long-term projects with budgets that can only be signed off at the highest level. Or, it’s all about helping to create strategic change, and that’s a top-level decision.

As I’ve found out in building my own business, reaching an organization’s top tier can be frustrating.