How to Attack your Opportunities like a Shark
Step 1 - Outer Circling
1. What is their biggest issue?
2. What is the business snapshot (size, industry,
profile) 3. Does this meet the Preferred CLIENT client
profile you want?
4. Who is the first point of contact, role, &
influence? 5. How far away from a decision maker is this
person? 6. Start researching contact?
7. Who else in your network is connected to
contact?
Step 2 – Inner Circling
1. What is the issue’s impact on their business?
2. How important is it to solve the issue?
3. What other similar clients / projects you have
worked with? 4. What is the budget / timing?
5. Do we have resources to execute deliverables?
6. What is the external timeline? Outside influence?
7. What is the decision criteria?
8. What problem does it solve or why do I need it?
9. What is the likely outcome or results?
10. What will make the project success criteria / ROI
model?
Step 3 - Shark Bump
1. Does your contact have signature authority?
2. Has legal department started reviewing the
agreement? 3. Are you talking to the final decision maker?
4. Introduce your client project manager /
resources. 5. What is the decision time frame?
6. Walk the decision makers through the proposal.
Preferred face to face.
Step 4 - Shark Attack
1. Meet the signature authority
2. Are client project team willing to talk to our PM
to discuss getting started steps?
3. Review the issue’s impact on their business?
4. Review the importance to solve the issue?
5. Ask for the business.
