2. The Intent of touch points
The intent of our “Midas Touch” program is to ensure you maintain all the touch
points with your prospects and clients.
These touch points should be maintained at all times during the relationship.
The relationship begins while you are working your way into the company to the
decision makers and continue after the business has been won.
Often you win the business and you leave behind some of the most important
people you met on the way in the door.
Many of these people may have helped you get in the door or even win the
business. Remember these are the same people you will meet on your way out.
3. Touch point should include
• Decision maker
• Influencers
• Admin
• Champions
• Coach
• Project managers
• Etc.
5. Touch with
• Information
• Invitation to lunch or event
• Articles or books
• White papers
• Awards
• Note of thanks or gift
6. CXO – Minimum touch frequency monthly
• e-mail
• phone
• meeting
• Snail mail – Hand notes and gifts
7. Manner of touch is subjective and must be dictated
by need and proper account management
VP/Director – Minimum touch frequency every two weeks
• e-mail
• phone
• meeting
• Snail mail – Hand notes and gifts
8. Manner of touch is dictated by proper account
management practices. Set manner of touch based
on needs from both You and Client
Manager/Project Manager – Minimum touch frequency one
time per week
• e-mail
• phone
• meeting
• Snail mail – Hand notes and gifts
9. Manner of touch is dictated by proper account
management practices. In addition, where you are in
the relationship, projects, etc.
Reasons for touch are:
• New products
• Software updates
• Industry News
• Project update
• SOW review
• Presentation/Proposal
10. What is the path you should take is based on the
feedback from the contact… Classify contact into
categories. (Suspects, Prospects and Clients)
• Suspects Rate from 1 thru 5 (1 is cold 5 is
hot)
• Prospect Rate from 1 thru 5 (1 is cold 5 is
hot)
• Client Rate from 1 thru 5 (1 is cold 5 is hot)
• Once contact is rated we decide how we
contact them.
11. Program Manager
Project Manager
Siebel Siebel Siebel Portal BI Data BI Data
BAs BAs Developer Developer Architect Architect
12. Follow up Contact Repeat Contact Regular
Contact
Contact Method
E-Mail Phone Face-to-Face Other
Results of
Contact
Meeting Send Information Left VM Other
Next Steps
