STEP 1 | “SPIN” --- Situation, Problems, Interests, Needs
Let’s review our understanding of current programs, goals, and buyer needs
STEP 2 | Program and Product Usage Analysis
What products high relevance? What will we handle traditionally? What can we handle online?
STEP 3 | Business Process Needs
How will products get in-hands to the buyers and when? Understanding requirements for distribution, participants, reporting and billing.
STEP 4 | The First Steps to Launching a Successful Program
Understanding resources and corporate readiness to drive buyer adoption and compliance
Assessing Needs
DISCOVERY TOPICS DISCOVERY QUESTIONS NOTES
DECISION MAKER GOALS
• What is most important to you about ordering and managing promotional products?
WHAT IS THE CURRENT SITUATION?
• Who is ordering and why? (by program /dept/div/individual/channel, etc.)
• What controls are in place for branding and spending?
• Who are the primary end “recipients” of your branded merchandise?
• How do people order products? Is there currently any technology to help take and fulfill orders (and that history)
• Any inventory? If yes how could it be improved?
PROBLEMS • What are the biggest problems your program faces?
INTEREST / NEED
• Briefly, in addition to creative services, we offer a technology platform to help manage promotional spending with a new approach to online stores (and the reduction or elimination of inventory) GroupBuying and a customer portal that connects buyers to ordering services.
• When you think about your situation, what are you most interested in and what do you think you need to solve todays problems?
STEP 1 | “SPIN” --- Situation, Problems, Interests, Needs
DISCOVERY TOPICS DISCOVERY QUESTIONS NOTES
PROGRAMS
• What are your primary programs? (use Program Audit)
• Which programs have multiple buyers? (tradeshows, HR, etc.)
• Who manages each program?
• Which three are the best one to start with? (this has a separate discovery process)
CORE / REPEAT PRODUCTS
• Outside of programs, what are types of products are repeat?
• Which buyers frequently order these and how?
• What are they using them for?
• Is there a budget for these (what is it?)
• If you have inventory for these, how is it managed?
• How have you considered using newer online ordering services that don’t require inventory?
CALENDAR AND CUSTOM
• What types of products tend to be more seasonal or custom?
• Which buyers frequently order these?
• What are they using them for?
• Is there a budget for these (what is it?)
• How have you considered using newer online ordering services that don’t require inventory for these types of products?
STEP 2 | Program and Product Usage Analysis
STEP 3 | Business Process Needs
DISCOVERY TOPICS
DISCOVERY QUESTIONS NOTES
CONTROL, VISIBILITY AND
SAVINGS
• How and who will initiate/authorize Buys?• Who can order through technology?• What kind of control / information do the Stakeholders want?
USING TECHNOLOGY
• Tell me more about your processes now (online and off) and what could be improved
• To drive savings, how could you imagine having multiple buyers who could buy in volume and piggy back on buying together?
• Does your current situation provide a portal for online customer service and how might that help save time?
REPORTING and BILLING
• What kind of information is important to you?• How are controls/approvals managed?• What reporting is desired and when?• How will billing be handled?
STEP 4 | The First Steps to Launching a Successful Program
DISCOVERY TOPICS DISCOVERY QUESTIONS NOTES
IMPLEMENTATION
• We have a full implementation process that helps drive adoption of and affinity to a program that manages your brand and spending.
• I can provide an overview of this methodology when the timing is right.
GETTING STARTED
• Are there any projects we can start with so that I can begin to understand more about your needs?
• Who else should I talk with?
NEXT STEPS
• I’d like to take this information to my team and prepare a brief but relevant overview of what our platform could do for your organization.
• When would you like to schedule another meeting and/or webinar to see our platform of services?
• In summary, this is what I heard from you today…
• Is there anything you would like to add?