An Exercise in Corporate Intelligence Imagine: You are a Business Owner Your Target: Enterprise

Imagine:

You are a Business

Owner

Your Target:

Enterprise

An Exercise in Corporate Intelligence Task: Find out as much as possible about their Business, including: Finance Business Processes Systems Reporting Structures Workflows

Task:

Find out as much as possible about

their Business, including:

Finance

Business Processes

Systems

Reporting

Structures

Workflows

An Exercise in Corporate Intelligence Your Objective: Clients should choose YOU as their most optimal solution for most of their problems. Like a Doctor, the person you send on this mission should prescribe YOU as the most powerful medicine to their pains.

Your Objective:

Clients should choose YOU as their most optimal solution for most of their problems.

Like a Doctor, the person you send on this mission should prescribe YOU as the most powerful medicine to their pains.

Question: WHO ARE YOU GOING TO SEND?

WHO ARE YOU GOING TO SEND?

Hint: THEY HAVE TO HAVE A COMPELLING REASON TO ENGAGE WITH YOU

THEY HAVE TO HAVE A COMPELLING

REASON TO ENGAGE WITH YOU

Hint: IT MEANS YOU HAVE TO PROVIDE SOMETHING OF VALUE

IT MEANS YOU HAVE TO PROVIDE SOMETHING OF VALUE

To make it perfectly clear: WHEN THE CLIENTS SAY “ NO, THANK YOU!” – THEY USUALLY MEAN IT!

WHEN THE CLIENTS SAY

“ NO, THANK YOU!”

– THEY USUALLY MEAN IT!

Hint 2: SOMEONE WHO WOULD HELP THEM BETTER UNDERSTAND WHAT’S GOING ON IN THEIR OWN HOUSE SOMEONE WHO WOULD PROVIDE ASSURANCE THAT THEY ARE DOING THINGS PROPERLY SOMEONE WHO WOULD HELP THEM REDUCE FEAR AND SOMEONE WHO WOULD ENHANCE THEIR CONFIDENCE

SOMEONE WHO WOULD HELP THEM BETTER UNDERSTAND WHAT’S GOING ON IN THEIR OWN HOUSE

SOMEONE WHO WOULD PROVIDE ASSURANCE THAT THEY ARE DOING THINGS PROPERLY

SOMEONE WHO WOULD HELP THEM REDUCE FEAR AND

SOMEONE WHO WOULD ENHANCE THEIR CONFIDENCE

Question: WHO ARE YOU GOING TO SEND?

WHO ARE YOU GOING TO SEND?

Hint: IF I TELL YOU, I WOULD HAVE TO…

IF I TELL YOU, I WOULD HAVE TO…

JUST KIDDING, OF COURSE! 

JUST KIDDING, OF COURSE! 

But seriously: WHO ???

WHO

???

Marketing Consultant “ We don’t understand it and think it’s expensive”

“ We don’t understand it and think it’s expensive”

Sales Consultant “ We don’t trust you and we don’t like pushy salesmen anyway”

“ We don’t trust you and we don’t like pushy salesmen anyway”

Business Analyst “ Who are you to analyze our business and what in the hell do you know about it?!”

“ Who are you to analyze our business and what in the hell do you know about it?!”

Financial Advisor “ We would not let anyone ‘mess around’ with our investment strategies!”

“ We would not let anyone ‘mess around’ with our investment strategies!”

Accounting Consultant “ We already have one!”

“ We already have one!”

Internal auditor “ We hate you guys and we are scared of people like you!”

“ We hate you guys and we are scared of people like you!”

Management Consultant “ We know how to manage our business, so leave us alone!”

“ We know how to manage our business, so leave us alone!”

SO WHAT DO YOU DO ???

SO WHAT DO YOU DO

???

HOW DO YOU BECOME THEIR TRUSTED ADVISOR ???

HOW DO YOU BECOME THEIR TRUSTED ADVISOR

???

IS THERE A SOLUTION AT ALL ???

IS THERE A SOLUTION AT ALL

???

???

???

Back to The Art of War You don’t win the battle “Head On” You win the battle by coming over At night time, when the enemy is asleep. Then you take them all as hostages. This way you neither lose any of your troups, Nor of your enemy’s.

You don’t win the battle “Head On”

You win the battle by coming over

At night time, when the enemy is asleep.

Then you take them all as hostages.

This way you neither lose any of your troups,

Nor of your enemy’s.

How we can use this in our Exercise: Do not overcome objections Just Give People What They Want From someone that they trust

Do not overcome objections

Just Give People What They Want

From someone that they trust

2 Questions:

2 Questions:

Who Do They Want? Question # 1:

Who Do They Want?

Wait a minute. We’ve already answered that:

Wait a minute. We’ve already answered that:

THEY WANT: SOMEONE WHO WOULD HELP THEM BETTER UNDERSTAND WHAT’S GOING ON IN THEIR OWN HOUSE SOMEONE WHO WOULD PROVIDE ASSURANCE THAT THEY ARE DOING THINGS PROPERLY SOMEONE WHO WOULD HELP THEM REDUCE FEAR AND SOMEONE WHO WOULD ENHANCE THEIR CONFIDENCE

SOMEONE WHO WOULD HELP THEM BETTER UNDERSTAND WHAT’S GOING ON IN THEIR OWN HOUSE

SOMEONE WHO WOULD PROVIDE ASSURANCE THAT THEY ARE DOING THINGS PROPERLY

SOMEONE WHO WOULD HELP THEM REDUCE FEAR AND

SOMEONE WHO WOULD ENHANCE THEIR CONFIDENCE

Who Do They Trust? Question # 2:

Who Do They Trust?

Wait a minute. We’ve answered that, too!

Wait a minute. We’ve answered that, too!

WE SAID: Like a Doctor , the person you send on this mission should prescribe YOU as the most powerful medicine to their pains.

Like a Doctor , the person you send on this mission should prescribe YOU as the most powerful medicine to their pains.

Like a Doctor

Like a Doctor

!!!

!!!

What is The Equivalent of a Doctor in Their Business? Question # 3:

What is The Equivalent of a Doctor in Their Business?

The Answer is clear:

The Answer is clear:

A Business Solutions Consultant!

A Business Solutions Consultant!

Who are Business Solutions Consultants? Question # 4:

Who are Business Solutions Consultants?

Risk Management Consultants Security Consultants Compliance Consultants Business Model Innovation Consultants

Risk Management Consultants

Security Consultants

Compliance Consultants

Business Model Innovation Consultants

They are who they want

They are who they want

They are who they trust

They are who they trust

They are the ones…

They are the ones…

That will prescribe YOU as their medicine…

That will prescribe YOU as their medicine…

Engage with them NOW!

Engage with them NOW!

www.GEANetwork.com

www.GEANetwork.com