1.
Questions
foryour
Recognition
Client

2.
Ifyou’veeverplayed20Questions,youknowyoucan
identifynearlyanythingifyouasktherightquestions.
CCreatinganeffectiverecognitionprogram beginswith
theinitialdialogwithyourclient.Thisphaseofthesales
process—referredtoastheDiscoveryCall—notonly
initiatesapropercourseofactionfortheproject,but
positionsyouasasubjectmatterexpert. Most
importantly,perhaps,isthatitcreatesaforumforthe
client’svoice.
HeHerearesomestarterquestionsspecifictorecognition
awardsthatyoucanaskyourclientssoyoucanidentify
andproperlysourcethebestsuitablesolutionforthem.
Thesearenotnecessarilyinanysequence,andnotall
questionswillbeessential.

3.
Whatisthenameofyour“honor
club”? (President’sCircle,
Founder’sAward,etc.)
Givetheprojectaname,andidentify
itbythatnamefromthebeginning.
Whatobjectivesdoesyourrecognition
programservewithinyourorganization?
Identifywhat’simportantwithintheirbusiness.

4.
Whatbehaviorsandaccomplishments
isyourrecognitionprogramdirected
tosupport?
Discoverhowrecipientsare
contributingonadailybasis.
Howareyoumeasuring
theseachievements?
Determineifthereisaprocess,
andaccountabilityinvolved.

5.
Whatarethedemographics
oftherecipients?
Getafeelforthetypeofpeople
involvedsoyoucanfocussolutions
onwhatwouldappealtothem.
Aretheawardspresentedinpersonata
singlesite/outing/event,orwilltheybe
presentedindividuallyinthefield?
Understandthedegreeofvisibility,and
begintoidentifytheshipmentlogistics.

6.
Isthereathemerelatedtothehonor
club? Aretherelogos/graphicsspecific
tothistheme?
Athemeisanimportantdesignelement.
Canyoudescribewhere/howthe
typicalrecipientworks?
ProvidesInsightintothelivesandlivelihoodsoftherecipients.
Also,helpsdeterminetherightkindofproductgiventhe
physicaldisplayspacetheymighthaveavailable.

7.
Whatkindsofthingshaveyoudonein
thepasttorecognizeyourachievers?
Establishifthisisanewventure,orsomething
theyhavedonebefore.Conditiontheresponse
tothelevelofexperience.
Whatworked/didn’twork
withpastsolutions?
Uncoverpainpoints.

8.
Howwouldyoudescribeyour
company’sculture?
Aimthesolutionsattheclient'sunique
qualitiesandmarketdifferentiators.
Whatareyourcompany’sprimarymission
statements/corevaluestatements?
Engageindiscussionabouttheirbusiness.
Demonstratethattheirobjectivesarethepriority.

9.
Whatisthehistoryof
yourcompany?
Productanddesigncuesmightbetaken
fromtheirtimeline.Giveyourclienta
chancetotalkabouttheirbusiness.
Whatdoyouhopetoaccomplish
personally/professionally
withthishonorclub?
Makeitpersonaltotheclient.

10.
Whoisinvolvedinthe
decision-makingprocess?
Identifytheplayers.
Whatisthetiminginvolved
throughouttheproposal
andapprovalprocess?
Identifytheprocessinvolved.

11.
Whatisthesingle-mostimportant
objectivetoyou?
Makesureyougearyourresponsestowhatis
near&deartotheclientasanindividual.
Whatdoyouanticipatetobethegreatest
challengesingettingthisprojectdone?
Seewherethepinch-pointsmightbe
andworktosteerclearofthemor
planforthemaccordingly.

12.
Areyouengagedwith
otherpotentialproviders?
Assessandmeasureyourcompetition.
Wheredoesthisprojectfitinto
theprojectsyouhaveonyourplate?
Assesstheurgencyinvolved.