Link: http://www.etc-architect.com/?p=362
From ETC-Architect
Endorsement or selective exposure to those of the scientific quarter is key for our work if we want to accomplish anything. Actually you can be the best architect or the best in any other field, but without endorsement no one will use anything from you, unless you produce a commodity item. The reason for this is pretty simple as we all have hero’s and villains, so when your hero supports or endorses something you will at least listen with a symphonic ear. Actually if you present something with the endorsement of a hero of the person you present to you will always get an appointment and you have a 80 % chance that the person will accept it regardless of price, need and quality. Even if there is an endorsement of a person they loathe you have a higher chance to sell your architecture than without any endorsement.
So when you sell architecture always keep a list of hers and villains of your main stakeholders. Never try to present anything without an endorsement if you know your audience (since I do not know you as the reader I am a bit lost) and ensure that the endorsement is mentioned at the start and not at the end as hearing the endorsement of your hero at the start makes you concentrate that much higher.
Also know of your own hero and villain and if you would like not to caught with this selling trick change the names of your hero and you then get much harder to sell anything.
