Andy NearyI help insurance professionals turn brand awareness into business growth.

Different decision makers have different goals. How you speak to CFOs is different than HR.

23 Sept 2025 · 1 min

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Short excerpt from a talk by Andy Neary emphasizing that different decision makers (CFOs, HR, CEOs) have distinct perspectives and require tailored messaging; failing to address both can reduce chances of winning proposals or approvals.

Chapters

I quickly realized when you're dealing with the people is HR and CFOs and CEOs. And they both speak very differently and think very differently.
Just had a conversation with a client this morning who's in a proposal this afternoon with a CFO and an employee benefit, excuse me, an HR professional. And I told them your message is going to have to be very different for both of those people. And I think there's a lot of people who miss that opportunity in our industry from a communication standpoint, because they trying to speak to one or the other, and they're missing the op, they're missing the boat with the other. And if you do not land, if that message does not land with both parties, your odds of winning are very low.