Stakeholder

Why should we pay for this? Personally, me, I'm Mr.

Stakeholder.

How am I going to prove to the business that I made an intelligent purchase here? I think it's really critical to understand that This person is supposed to be doing the right thing for the business, but they have a personal stake, a reputational stake as well, that you need to be dialed into.

So don't underplay the importance of the individual human that you're talking to here and not just their department or the business that they work for, even if they're fairly senior.