Fiducia TogetherDecision maker and buying committee
Who actually signs, and everyone else who can stop it.
Please note: This page explains what a term means. It is general information, not legal, financial, tax or investment advice, and it does not know anything about your business. Before you sign, file or commit to anything, check it with an accountant, a solicitor, or the official guidance we link to.
What it means
The economic buyer approves the spend. Users, technical evaluators, finance and procurement all influence, and any of them can block.
Why it matters
Selling to a champion who cannot buy is the commonest reason a promising deal dies quietly. Business purchases increasingly involve several people.
What it looks like in practice
Ask directly: who else needs to be comfortable with this, and what would they want to know. A champion who cannot answer that is not close to the decision.\n\nGive your champion the material they need to sell it internally.
What to watch out for
The blocker you never meet — often IT, finance or procurement — who sees the proposal for the first time at the end.
Where to get proper advice
Your own pipeline data and your own customers, asked directly. Most of this is not answerable from outside the business.
Where to read more
Last reviewed 2026-08-28 by Fiducia Together · Next review due 2027-08-28
Please note: This page explains what a term means. It is general information, not legal, financial, tax or investment advice, and it does not know anything about your business. Before you sign, file or commit to anything, check it with an accountant, a solicitor, or the official guidance we link to.