NEW BIG OPPORTUNITY

CONSIDERATION

PROPOSAL

FINALISTPRESENTATION

FIRST CUTMOVE TO LIVE PRESENTATION

PROPOSAL INTERGRATES WINNING PLATFORM W SURPRISE ELEMENT:

-Thematic lead: cultural resonance-Differentiating position statement-Economic buyer: r.O.I. Message-Key buyer: local presence-I.T. Buyer: sytem compatibaility-Introduce surprise element

COMPETITION ASESSMENT QUESTIONS:

-Is ther an incumbet? A percieved favorite?-Is there a low baller in the mix?-Are the candidates equally qualified?-What unique position do we hold?-What is the SWOT of each competitor?-Vs our SWOT analysis?

FOCUSING QUESTION EXAMPLES:

-What is the buying history of ABC? Do they consider factors other than price?-What are the individual buyers personali-ties, agendas, and goals?-What are the cultural/emotional drivers we need to know about?-What is the strength of our relationships with the company?-How do internal politics and organization-al structure effect our aproach?-What trends, strategies, or foresight can we offer that will enlighten and add value to our proposition?

NEEDS ASSESSMENT QUESTIONS:

-Where do all the buyers needs overlap?-Which needs/agendas are individual?-What are the critical winning factors? by buyer/influencer?-What are the emotional/cultural resonating factors by buyer/influencer?

PURSUIT STAGE REVIEW/PIT STOP

-What did we learn that should effect how we adjust our message

-What new internal or external dynamics do we need to adjust for at this stage?

-Were our assumptions on target? Do we tweak or change course based on what we know now?

-What are the cultural/emotion/ business factors at stake which will determine the outcome of the race

CONTEXT EXAMPLES:

-What do we know about ABC’s strategic plan? 12 mo, 3 years?-What do we need to find out to truly understand the real buying factors in this opp?-What are the internal forces in ABC company we need to consider?-What are the expernal forces on the company that will effect how they see the world?

WIN MAPPING IS COLLABORATIVE VISION MAKING. EACH PARTICIPANT IN A WIN MAPPING WORKSHOP IS A CREATOR AND AN OWNER OF A SHARED SUCCESS STRATEGY. EVERY WIN MAP IS DIFFER-ENT BECAUSE EVERY OPPORTUNITY IS DIFFERENT. THIS IS A “STRAW” MAP SHOWING A TYPICAL OUTPUT FROM A SIMPLEMIND WIN MAP STRATEGY

THE 3 MAJOR SUCCESS FACTORS OF A WIN MAP WORKSHOP

1) Collaboration makes every member an owner of the strategy: Each member is an owner and creator of the strategy. When you create and own something you have higher motivation to see it through.

2) Visualization increases internalization and motivation: Human beings are visual animals. We SEE a vision and that vision is a picture of some kind. We understand the world in context, that means we understand things as they relate to each other. A picture of a strategy puts the strate-gy into a single view so everything is in context, just the way we naturally understand things. It makes the actions, processes, pieces and parts charged with meaning because they have a framework and purpose that is understood and supported.

3) Win Mapping is a blast!

Think your team could benefit from a WIN MAP workshop? We’d love to talk to you about it.Contact us and we can discuss it. 404-401-9549 or email michael.taylor@simplemindinc.com

LIVE PRESENTATION REVIEW

-Do we have a strong well informed theme with no more than three major points(encapsulate the rest)-Who will be sitting in our live presenta-tion?-How long is out presentation? Have we rehearsed and edited what we will talk about to fit well within the timeframe?

-Is there a Q&A at the end? Have we timed our talk to allow plenty of time for this?

-What should we present vs what should we print and hand out with supportive details?-Do we have a strong visual that captures our main points in context?-Have we rehearsed this together enough times to eliminate the need to read anything?

concept/design and illustration by Michael Taylor 2012. You may share or use this with author attribution under creative commons attribution-ShareAlike 3.0 Unported (CC BY-SA 3.0) liscense