Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Step 5 Training Materials - Slides


Published on

A set of slides that can be used alongside the Facilitator Guide to train practitioners in engaging key actors.

The Facilitator Guide can be found at

  • Be the first to comment

  • Be the first to like this

Step 5 Training Materials - Slides

  1. 1. TRAINING MATERIALS Module 5 Engaging Key Actors Purpose: Participants know how to engage key actors in the PMSD process by establishingrelationships, identifying ‘hooks’ and communicating effectively 1
  2. 2. Terms What is a market actor? What are key actors? Who are key individuals? What do we mean by engage? 2
  3. 3. Agenda Introduction Establishing your relationships – the trust equation Know your actors – listening to uncover ‘hooks’ Preparing an invitation 3
  4. 4. The Trust EquationCredibility Reliability Intimacy Trust Self- orientationDavid Maister – The Trusted Adviser 4
  5. 5. Know Your Actors1. What are their business interests? Short, medium and long-term2. What are their motivations to engage or not engage in the PMSD process?3. Who are the influential actors (for them) in the market system? Positive and negative4. Who are the key individuals within your targeted organisation? 5
  6. 6. Hooking With Event InvitationsHow can I personalise the invitation?The messageThe contact methodThe communicatorThe recipient 6
  7. 7. Hooking With Event OrganisationHow can I hook key actors with the eventorganisation? The title of the event The host and location The convener, facilitator and chair The date and timing 7