Reach buying committees before your competition with our help
Book a meeting nowChile is LATAM's most formal B2B market, with rigorous vendor evaluation processes even when a good relationship exists.
The challenges every team reports, and how we turn them into pipeline.
Consulting firms depend structurally on their partners' personal relationships — 83% of the business comes from existing clients or referrals — but that model collides head-on with how Chile evaluates vendors. The Chilean buyer runs formal, rigorous evaluation processes, especially at large companies, and compares proposals with criteria that don't bend just because a personal relationship exists. A referral opens the door, but it doesn't replace the process.
On top of that, every consulting firm shows up with the same pitch — "proven methodology," "senior team" — and Chilean decision-makers have high exposure to that kind of generic outreach, with very defined selection criteria that quickly filter out anything lacking real specificity. Cycles can also run past 6 months in regulated sectors like mining or financial services — precisely the verticals with the largest consulting budgets in the country.
We build presence with Chilean decision-makers — area managers at large corporations, founders and CEOs at growth companies — before a formal process even opens, with messages that show specific perspective on their sector, not a capabilities catalog. We maintain contact through long cycles with genuinely valuable content, so that when the formal evaluation opens, your firm already has a relationship built instead of starting from zero against well-established local providers.
Yes, as long as it's used to build relationship before the formal process exists, not to sell directly. The Chilean buyer will evaluate rigorously either way, but arrives at that evaluation better disposed toward firms they already know and have had valuable exchanges with. Well-executed outreach doesn't replace Chile's formal process — it positions you better within it.
Not on the ground of local track record, where the established provider always wins, but on the specificity of the diagnosis. The Chilean buyer quickly filters out the generic 'proven methodology' pitch every firm uses. A firm that arrives with a concrete, well-researched hypothesis about the prospect's problem — not a service list — competes on quality of thinking, not years in the market.
Because they're regulated sectors where vendor evaluation processes are institutionalized and can run past 6 months, regardless of how strong the proposal is. The way to avoid losing momentum during that time is constant, valuable contact — industry benchmarks, perspectives on regulatory changes — instead of status check-ins, so the firm stays present in the conversation when the formal process finally moves forward.
SIE7E. Copyright © 2026. All rights reserved.
