Communicating in a B2B or B2B2C environment means the communicators have to be nuanced but specific to the requirements. Here is how I approach it.

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Prateek Chatterji
CX | Enterprise Solutions | Tea and Tech
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Communicating Value in B2B
Communicating Value to Stakeholders in B2B | August 2017

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© 2017 Prateek Chatterji | CC
Agenda
• Stakeholders Hierarchy
• Value Framework
• Linear Responsibility Chart
• Communication Network
• Questions

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Executive
Directors
and
Managers
Directors
and
Managers
Individual
Contributors
Individual
Contributors
Individual
Contributors
Individual
Contributors
Stakeholders

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Value Framework
Objectives
Business
Strategies
Initiatives
Critical Capabilities
Solution Set
Step 1:
Focus is on identifying with what is happening
to the business
Step 2:
Tie Initiatives,
Critical capabilities,
and Solution set back to
the business issues

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NOT EVERYONE DOES EVERYTHING
Linear Responsibility Chart
• Empathize with your Client
• Control the volume of information: Avoid cognitive load
• Stay succinct but do not skimp on details

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Objectives
Business
Strategies
Initiatives
Critical Capabilit
Solution Set
Communication Network
Executive
Directors
and
Managers
Directors
and
Managers
Individual
Contributors
Individual
Contributors
Individual
Contributors
Individual
Contributors
Focused on/ Accountable for
Aware of/ Understand the relationship to

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Thank you.
© 2017 Prateek Chatterji | CC
Prateek Chatterji
CX | Enterprise Solutions | Tea and Tech
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