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CC14 - Scott Leland - Client Bridges

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@scottleland @connectmembers #connectcon14

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CC14 - Scott Leland - Client Bridges

  1. 1. #connectcon14 @connectmembers facebook.com/connectmembers
  2. 2. Building, Maintaining & Retaining Client Bridges Scott Leland Player Map Founder #connectcon14 @connectmembers facebook.com/connectmembers
  3. 3. Build, maintain and retain client relationships Player Map it. Scott Leland Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending #connectcon14 @connectmembers facefbaocoekb.ocokm.c/coomn/nceocntnmeecmtmbeemrsbers
  4. 4. SEE the key Players in your client org #connectcon14 @connectmembers facebook.com/connectmembers SEE team & partner bridges to Players Player Map it to build, maintain & retain client relationships
  5. 5. Endorsement? Power Support? pretenders PLAYERS Producers Performance Time? POLITICS Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending #connectcon14 @connectmembers facefbaocoekb.ocokm.c/coomn/nceocntnmeecmtmbeemrsbers
  6. 6. Open doors to politically powerful Players. #connectcon14 @connectmembers facefbaocoekb.ocokm.c/coomn/nceocntnmeecmtmbeemrsbers Characteristics: Value Seeker Team Builder Bottom Line Buy vs. Sold Risk Taker Pre-wire PLAYERS “Players like Players, so if you are not the right person…bridge someone who is.” Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
  7. 7. VISION FUNDING Exec AUTHORIZE POLITICS Manager PRE-WIRE Ops / Admin PLAN EXECUTE #connectcon14 @connectmembers facefbaocoekb.ocokm.c/coomn/nceocntnmeecmtmbeemrsbers BUDGET EXPENSE Business Technical APPROVE ANALYZE PRE-WIRE FOCUS Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
  8. 8. It’Ist’I stn’A son rtoWe wt HywhoOohu ak yatno yPouowl akusyn k eoynrow?ouw! PLAYERS Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending #connectcon14 @connectmembers facefbaocoekb.ocokm.c/coomn/nceocntnmeecmtmbeemrsbers
  9. 9. Champions want you & only you to win! #connectcon14 @connectmembers facefbaocoekb.ocokm.c/coomn/nceocntnmeecmtmbeemrsbers Characteristics: Well-connected Player vs. Friend Not Cheerleader Access to Funds Communicator Embrace Risk “They are not a Champion until you are willing to put your own success in their hands.” CHAMPIONS Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
  10. 10. PDeoop yleo ub uhya,v Ne OCTh acmompipoannsi?es! CHAMPIONS Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending #connectcon14 @connectmembers facefbaocoekb.ocokm.c/coomn/nceocntnmeecmtmbeemrsbers
  11. 11. COMPETITORS Keep client competitors in front of you. #connectcon14 @connectmembers facefbaocoekb.ocokm.c/coomn/nceocntnmeecmtmbeemrsbers Who are they? Where are they? Can we convert? Can we minimize? Can we go around? “If we do not effectively manage and/or silence a client competitor…then we will surely lose.” Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
  12. 12. Bridges turn org charts into Player Maps Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending #connectcon14 @connectmembers facefbaocoekb.ocokm.c/coomn/nceocntnmeecmtmbeemrsbers Types of Bridges Professional Personal External Internal Building Bridges Right Player Right Value Right Time Right Dialogue BRIDGES “If you can’t ‘stand’ on your relationship with a Player…then it isn’t a Bridge.” Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
  13. 13. Value without bridges… is mere quote & hope! #connectcon14 @connectmembers facefbaocoekb.ocokm.c/coomn/nceocntnmeecmtmbeemrsbers Are you bridged? BRIDGES Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
  14. 14. Which strategy will decisively differentiate us & help us to defeat our top competitors? #connectcon14 @connectmembers facefbaocoekb.ocokm.c/coomn/nceocntnmeecmtmbeemrsbers What value package should we propose to key Players to ensure we will win? Which Players will help us win if we can help them out both professionally & personally? Who What How Issues Ideas Impact Push Piece Plus Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
  15. 15. See it. Create it. Win it. Success demands you find the right players and deliver the value they want – to maximize your win rate when you only get one shot to win…Player Map it The Player Map lets you instantly see the people making the decisions and the bridges you need to cross to get to them – an x-ray of precisely how to win Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending
  16. 16. #connectcon14 @connectmembers facefbaocoekb.ocokm.c/coomn/nceocntnmeecmtmbeemrsbers

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