Getting the attention of the senior executive
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Get the attention of senior executives by tailoring your value proposition to the C-level executive's "view of the world". Describe how your company contributes investor loyalty, share value, market share.
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Getting the attention of the senior executive
- 1. BigGameHunting In the Urban Jungle You Can Win Big Get into the C-Suite Hunting Big Game in the Urban Jungle
- 2. BigGameHunting In the Urban Jungle You Can Win Big Business Development Principles • Permission-based Introductions • Know EVERYONE • Relevance in the eye of the Beholder • Improve Your Odds
- 3. BigGameHunting In the Urban Jungle You Can Win Big Winning Big: True or False? If you get to the C-suite and they say no, you’re dead If you win one project, the rest of the business is yours Personal relationships must be built face-to-face
- 4. BigGameHunting In the Urban Jungle You Can Win Big Reaching the Most Senior Executive Objective: Permission-based Conversations Send a digital overview BEFORE asking for appointment Enroll the Support Person
- 5. BigGameHunting In the Urban Jungle You Can Win Big Permission-based Conversations Pre-empt obstacles Briefing gains permission: Agreement to call again to ask for: …45-minute pre-scheduled phone appointment
- 6. BigGameHunting In the Urban Jungle You Can Win Big Permission-based Introductions Briefing is forwarded = WARM introduction That person refers you to another stakeholder Meet everyone in EACH LINE OF BUSINESS
- 7. BigGameHunting In the Urban Jungle You Can Win Big Person-to-Person, not Face-to-Face Structured 45-minute phone conversation Outcome: referral or “proof” step EVERYONE involved in the decision hears same message
- 8. BigGameHunting In the Urban Jungle You Can Win Big Golden Rules Don’t Tell, ASK STRATEGIC, not tactical questions Bwana on Big Game Hunting
- 9. BigGameHunting In the Urban Jungle You Can Win Big Stakeholders in the Decision Check signer Champion Influencer Implementer User Each want different benefits
- 10. BigGameHunting In the Urban Jungle You Can Win Big Big Game. Really Big Game. Urban Jungle True Story
- 11. BigGameHunting In the Urban Jungle You Can Win Big Relevance is in the eye of the Beholder Relate to specific industry concerns • Demonstrate a point of view around solutions • Validate: - case studies, reporting, documentation - “demos”
- 12. BigGameHunting In the Urban Jungle You Can Win Big KnowYour Prey • Investor Relations section of website • Industry newsletters, conferences • Tailor your offering to different roles in decision
- 13. BigGameHunting In the Urban Jungle You Can Win Big Pipeline size: MetricsMetrics 30 contacts = 8-10 briefings =5-6 referrals (from conversations & briefings being forwarded) =3 Discovery Conversations
- 14. BigGameHunting In the Urban Jungle You Can Win Big Becoming co.-wide provider Preferred Vendor documentation (share pilot costs across several Lines of Business?) Brag to other Lines of Business
- 15. BigGameHunting In the Urban Jungle You Can Win Big Contact Info Catherine McQuaid Bwana Big Game Hunting cmassociates@sympatico.ca Selling to Big Business
- 16. BigGameHunting In the Urban Jungle You Can Win Big A Big Game Story Challenge: win stable, profitable contracts for early-stage co. to make it saleable w/i 2 years RESULT: Secured long-term contracts: co. sold Contracts grow: industry leader clients
- 17. BigGameHunting In the Urban Jungle You Can Win Big You Can Win Big Let us help you get there
- 18. BigGameHunting In the Urban Jungle You Can Win Big Big Game Hunting You Can Win Big Catherine McQuaid Bwana 416.923.0877 catherine@HuntNewBiz.com