internal customer development

Internal Customer Development

Andrea Hill@afhill

Get Back in the BuildingGet Back in the Building

1.Identify your biggest risk2.Assess your options3.Don’t mess it up!

Identify your biggest risk

1.Identify Your Biggest Risk

Assess your options

1. Customer Interviews

2. Stakeholder Analysis

1. Expertise 2. Legitimacy3. Willingness to engage4. Influence 5. Necessity of involvement

Stakeholder Analysis

COMMUNICATE (High Level) ENGAGE

PASSIVE COMMUNICATE (Low Level)Expertise

Level of Interest

High

Low

Low

High

SK

BS

DG

DC

Stakeholder Analysis

COMMUNICATE (High Level) ENGAGE

PASSIVE COMMUNICATE (Low Level)Expertise

Level of Interest

High

Low

Low

High

SK

DC

DK

BS

Stakeholder Analysis

COMMUNICATE (High Level) ENGAGE

PASSIVE COMMUNICATE (Low Level)Expertise

Level of Interest

High

Low

Low

High

SK

DC

BS

Don’t mess it up!

1.Identify your biggest risk2.Assess your options3.Don’t mess it up!

1.Identify your biggest risk2.Assess your options3.Don’t mess it up!

Ok, NOW You Can Head On Outside!Ok, NOW You Can Head On Outside!

Internal Customer Development

Questions? Comments?

Andrea Hillandrea.hill@readytalk.com@afhill