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The Stakeholders You Need to Close a Big Deal

Harvard Business Review

Specifically, closing a deal requires identifying three key stakeholders who have the power to influence the decision: champions, decision makers, and blockers. While a champion has influence over the decision, he is not the ultimate decision maker. The decision maker at AT&T was CEO Randall Stephenson.

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Winning the Elusive Marquee-Brand Customer Advocate

Harvard Business Review

As Michael Stephenson , a key leader in global customer programs at Oracle puts it, his firm has various business units that focus on specific industries. Often, the key customers in these areas aren''t the everyday brand names. Marquee is good, a perfect match is better. Use LinkedIn.

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How to Conduct an Effective Job Interview

Harvard Business Review

Chris Smith and Chris Stephenson. If you’re looking for an executive who will need to influence a large number of people over whom he won’t have formal power, ask: “Have you ever been in a situation where you had to persuade other people who were not your direct reports to do something? Further Reading.

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Why Mergers Like the At&T-Time Warner Deal Should Go Through

Harvard Business Review

But CEO Randall Stephenson immediately denied both versions, and reiterated that the company will not let go of either CNN or the deal itself, pledging to fight the government if necessary. Later stories reported it was AT&T that had offered to sell CNN. For vertical mergers, the government hasn’t won a single court case.