In Italy, the formal decision process and the actual decision process are often different things. The formal process — the committee, the tender, the evaluation — exists and is followed. But the real decision is often shaped through informal channels: personal conversations, relationship dynamics, and the influence of trusted individuals who may have no formal role.
This is not hidden or considered improper — it is simply how things work. If you are navigating Italian decision-making, engage with the formal process, but invest equally in understanding the informal dynamics. Identify who actually influences the decision-maker. Build relationships with those people. Understand that the meeting where the decision is announced may not be the meeting where the decision was made.
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