HOW TO BE OPEN WITH DIAGRAMS

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A 5-minute presentation that went down well with 100 innovators at the 100%Open Union on July 4 2013.

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HOW TO BE OPEN WITH DIAGRAMS

  1. 1. HOW TO BE OPEN WITH DIAGRAMS
  2. 2. 1. DECIDE WHO TO WORK WITH 2. OPEN UP THE OPPORTUNITY 3. STRIKE AN OPEN DEAL 4. FOSTER AN OPEN RELATIONSHIP
  3. 3. 1. DECIDE WHO TO WORK WITH
  4. 4. The Business Decision Pyramid • Relevance, not volume • Populate with names and numbers • Don’t waste time on those who won’t get it • Three proper wins a year will do
  5. 5. The Business Satisfaction Triangle • Three reasons to work with a client • All three ideal • Two out of three ain’t bad • Only one is highly dubious • None = decline business
  6. 6. 2. OPEN UP THE OPPORTUNITY
  7. 7. The Long Tail • Temptation to go for big hits • Multiple niches may be better • Less risky and controversial • Can do lots of them often
  8. 8. The Bravery Scale • How adventurous is company culture? • What standards are expected? • How brave should targets be? • Remind when you present/they reject
  9. 9. 3. STRIKE AN OPEN DEAL
  10. 10. The IF Triangle • Essence of any negotiation • They can have any two • Pressure on all three = collapse • “If you require x, we require y...”
  11. 11. The Bargaining Arena • Always plan a negotiation • Get what you want, on your terms • Understand trading variables • What you both want may be different
  12. 12. 4. FOSTER AN OPEN RELATIONSHIP
  13. 13. The Motivational Dip • Honeymoon period always fun • It never lasts • Listen and learn phase vital • Ends in success or tears • Can almost always be predicted
  14. 14. AND FINALLY, A PUZZLE FOR YOU... Draw nine dots on a blank page like this. Now try to join all the dots using no more than four lines, and without taking the pen off the paper.
  15. 15. www.thediagramsbook.com @kevinduncan

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