Questions for your Recognition Client

If you’ve ever played 20 Questions, you know you can identify nearly anything if you ask the right questions.

CCreating an effective recognition program begins with the initial dialog with your client. This phase of the sales process—referred to as the Discovery Call—not only initiates a proper course of action for the project, but positions you as a subject matter expert.  Most importantly, perhaps, is that it creates a forum for the client’s voice.

HeHere are some starter questions specific to recognition awards that you can ask your clients so you can identify and properly source the best suitable solution for them.  These are not necessarily in any sequence, and not all questions will be essential.

What is the name of your “honor club”?  (President’s Circle, Founder’s Award, etc.)Give the project a name, and identify

it by that name from the beginning.

What objectives does your recognition program serve within your organization?

Identify what’s important within their business.

What behaviors and accomplishments is your recognition program directed to support?Discover how recipients are

contributing on a daily basis.

How are you measuringthese achievements?

Determine if there is a process,

and accountability involved.

What are the demographics of the recipients?

Get a feel for the type of people

involved so you can focus solutions

on what would appeal to them.

Are the awards presented in person at a single site/outing/event, or will they be presented individually in the field?Understand the degree of visibility, and

begin to identify the shipment logistics.

Is there a theme related to the honor club?  Are there logos/graphics specific to this theme?A theme is an important design element.

Can you describe where/how the typical recipient works?

Provides Insight into the lives and livelihoods of the recipients.

Also, helps determine the right kind of product given the

physical display space they might have available.

What kinds of things have you done in the past to recognize your achievers?

Establish if this is a new venture, or something

they have done before. Condition the response

to the level of experience.

What worked/didn’t workwith past solutions?

Uncover pain points.

How would you describe your company’s culture?

Aim the solutions at the client's unique

qualities and market differentiators.

What are your company’s primary mission statements/core value statements?

Engage in discussion about their business.

Demonstrate that their objectives are the priority.

What is the history of your company?

Product and design cues might be taken

from their timeline. Give your client a

chance to talk about their business.

What do you hope to accomplish personally/professionallywith this honor club?Make it personal to the client.

Who is involved in the decision-making process?

Identify the players.

What is the timing involvedthroughout the proposaland approval process?

Identify the process involved.

What is the single-most important objective to you?

Make sure you gear your responses to what is

near & dear to the client as an individual.

What do you anticipate to be the greatest challenges in getting this project done?

See where the pinch-points might be

and work to steer clear of them or

plan for them accordingly.

Are you engaged with other potential providers?Assess and measure your competition.

Where does this project fit in tothe projects you have on your plate?

Assess the urgency involved.