Creating a "Road Map to Success". A dynamic way to overcome price and create value so that you and your customer execute a game plan and price is secondary.
2. An approach that
NO ONE in your
SPACE is doing
TODAY
A formalized
Customer
Business Review
Assessment
Findings
PresentationGame Plan
Measure and
Work
1/6/2016 2
3. A Road Map for
Success Design Emphasis
Identification of
Savings
Opportunities
Identifies gaps,
leverage points,
unmet needs
Fresh insights
Product Mix
Utilization
effectiveness
Systems and
Processes
1/6/2016 3
4. Need a customer to work the premise
Probably takes
◦ A day on site at the customer
◦ 2 days to write up
◦ Present
◦ Determine the Game Plan
◦ Work the Plan
1/6/2016 4
5. Identifies opportunities for growth in a
strategic approach
Creates a game plan
Enhances relationship
Creates value to gain more business
A way to go to Market
1/6/2016 5
6. Willing to show, teach and do
Next few weeks/months
Need 2-3 customers, not hardest not easiest
but where you want to create value
1/6/2016 6
Editor's Notes
Something that will be highly vis1ble and provided exceptional value
Solves or an Eye for Big Problems
Oriented around gaps and needs
Becomes a living document
Big Differentiator
Becomes a Blue Print of an Account Strategy
An approach that likely NO ONE in your SPACE is doing TODAY
