| Ever since Al Gore invented the internet,
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| | Strategy versus an Innovator Strategy,
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| you can gather the background you need on
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| | versus a Right Sizing Strategy or a Sell
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| companies in less time than it takes to
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| | the Service Strategy. It is important to
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| make a cup of coffee. You just need to
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| | understand what specifics will allow you
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| know where to look. There are a few key
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| | to recognize the various Profit
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| things that you should do anytime you are
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| | Strategies, and how this impacts your
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| going to call on a senior level
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| | sales strategy.
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| executive.
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| | 4. Find out what causes the executive
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| 1. Get the latest information. Since May
| |
| | supports. Try searching for your prospect
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| of 1996, all US publicly traded companies
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| | by name by pulling on Many C-Level
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| have had to file their annual and
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| | executives sit on non profit boards, like
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| quarterly reports electronically. Go to
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| | the Division President that I was
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| and pull down their 10-Q's and 10-K's
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| | targeting in 2002. I queried his name on
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| prior to making that phone call.
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| | guidestar.org and found that he was on
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| 2. Practice Fundamental Football. Use the
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| | the board of a certain charity. I pulled
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| information you gather to understand your
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| | down the IRS 990's and found that the
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| prospects industry and its competitors.
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| | organization had done quite well, and had
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| Using a concept called the Fast Five, you
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| | some interesting strategic initiatives.
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| can, in the course of about five minutes,
| |
| | 5. Prepare a C-Level pitch. In order to
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| uncover the key metrics you need to
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| | effectively present your analysis, you
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| accomplish this understanding. Some
| |
| | have to understand what executives are
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| examples of what you are looking for in
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| | like, how to get in front of them, and
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| these metrics include trends in net
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| | how to present your project so that is
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| working capital, Cash2Cash cycles, and
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| | becomes Secretariat, while the competing
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| efficiency metrics like revenue per
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| | projects are seen as Mr. Ed. Speaking in
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| employee and asset turnover.
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| | terms of "hurdle rates" and sensitivity
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| 3. Uncover their Profit Strategies -
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| | analysis will allow you to paint the
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| Value selling is deader than disco. To
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| | picture that will get your deal sold.
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| sell your product in today's marketplace,
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| | Finally, if you don't have board
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| you have to align your value proposition
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| | experience, you need to couch everything
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| to your prospects Profit Strategies. Your
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| | you do in the spirit of the board of
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| approach will be different if your
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| | directors.
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| prospect is pursuing a Buy the Business
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| |
|
