Account Profile: Template

Account ProfileCompany:Therma-Tech Engineering A division of A.R. Lintern: 24900 Capitol, Redford Mi. 48239

35 employees: Privately Owned:

Offerings:Manufacture and Test Climate control Systems for Non Automotive. All Types of sheet metal fabrication/manufacturing. Main Customers are Agriculture and transportation.

Market analysis:

Financials:

Competition:

Executive profiles:

Potential critical business issues:

Defensible Differentiators: Template

Differentiator Pain Linkage Defensibility

Core Capabilities: TemplateCore Capabilities Pain Linkage Key Selling Points

Key Players List Template

Key Players (Job Title) Potential Pains

Key Players List Template (Continued)

Key Players (Job Title) Potential Pains

Pain Chain® - “Cause and Effect”

Job Title:Pain:Reason:

Job Title:Pain:Reason:

Job Title:Pain:Reason:

Job Title:Pain:Reason:

Job Title:Pain:Reason:

Job Title:Pain:Reason:

Pain Chain® Template

Job Title:Pain:Reason A:Reason B:

Job Title:Pain:Reason A:Reason B:

Job Title:Pain:Reason A:Reason B:

Job Title:Pain:Reason A:Reason B:

Job Title:Pain:Reason A:Reason B:

Job Title:Pain:Reason A:Reason B:

Job Title:Pain:Reason A:Reason B:

Job Title:Pain:Reason A:Reason B:

9 Block Vision Processing Model® - Vision Creation

Diagnose Reasons Visualize CapabilitiesExplore Impact

Ope

n C

ontr

ol

Con

firm

ing

PAIN $

BUYING VISION $

741

852

963

C1 I1 R1

C2 I2 R2

C3 I3 R3

“Besides yourself, who in your

organization is impacted by this (pain)

and how are they impacted?”

“Is this (pain) causing… (another pain)?”

“If so, would (other job title)

also be concerned?”

#?, %?, $?

“From what I just heard, (repeat the “who” and “how”) are impacted.

It sounds like this is not just your problem, but a

______ problem! Is that correct?”

“What is it going to take for you to be able to

(achieve your goal)?”

“Could I try a few ideas on you?”

“You mentioned (recall reason)…Would it help if …

Capability Vision A?...Capability Vision B?...Capability Vision C?...

“So, IF you had the ability to (summarize capability

visions),

THEN could you (achieve your goal)?”

“Tell me about it, what is causing you

to have this… (repeat pain)?”

“Is it because…

Reason A?…Reason B?...Reason C?...

#?, %?, $?

“So, the reasons for your (pain) are…?

Is that correct?”

Initial Value Proposition: Format and Template

VALUE PROPOSITION TEMPLATE

“We believe that _____________________________ should be able to

__________________________________________________________

(by $_______________ or _______________%)

through the ability to ________________________________________

as a result of ______________________________________________

for an investment of $_______________.”

VALUE PROPOSITION TEMPLATE

“We believe that _____________________________ should be able to

__________________________________________________________

(by $_______________ or _______________%)

through the ability to ________________________________________

as a result of ______________________________________________

for an investment of $_______________.”

Value Proposition assumptions being made: ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________ ____________________________________

Value Proposition Format:We believe that [ Client name ]

should be able to [ improve what ] by [ how much, what %? ]

through the ability to [ do what? ]as a result of [ what enabling capabilities? ]for an investment of [ what relative cost? ] .

First Call Introduction Template: Strategic Alignment Prompter (Step 2)

Step 2: Introduce Call

State call objective *

What I’d like to do today (or… during the next ___ minutes) is to:• Introduce you to __________ (my company)• Tell you about another _________ (job title and industry) we have worked with• I would then like to learn (more) about you and your situation…• …at that point, the two of us will be able to make a mutual decision as to whether or not we should proceed

any further.”

Share positioning statement (Use “we help” theme)

“__________________ (my company) is in the business of helping organizations / companies in the

__________________ industry to… (provide brief statement of how organizations use our products and services)

____________________________________________________________________________________________.”

Provide company / personal introduction *

FACTS

□ __________________________________________

□ __________________________________________

□ __________________________________________

Share relevant Reference Story (or progress-to-date)

“A particular situation you might be interested in is another __________ (organization type). Their __________ (job title) was having difficulty with __________ (pain). The reasons for his/her difficulty were __________. What he/she needed was some way to (describe capabilities) __________. We provided them with those capabilities and the result was __________ (specific result).”

Transition to “getting pain admitted”

“But enough about __________ (my company). Tell me (more) about you and your situation.”

* Alter steps for existing vs. new relationships as relevant

Pain Sheet® - Situational Fluency Prompter®: Template

Pain:Job Title & Industry:

Offering:

REASONS IMPACT CAPABILITIESIs it because; Today…? Is this (pain) causing…? What if…; Would it help if…?

A A When:

Who:

What:

B B When:

Who:

What:

C C When:

Who:

What:

D D When:

Who:

What:

Draft Evaluation Plan: Template

[DRAFT]

Event Week of √ Responsible Go/No Go Billable

* Mutual decision to proceed

Value Analysis: Investment

One time INVESTMENT

On-going INVESTMENT

(1) (2) (3) (4)

Value Analysis (Comparison)

Phased over time (in 000s)

Q1 Q2 Q3 Q4

BENEFITS

Increased profits

Reduced costs

Avoided costs

Quarterly total

Cumulative value

INVESTMENTS

One time investment

On-going investment

Quarterly total

Cumulative investment

NET VALUE

Quarterly total

Cumulative total

1st year net return: $ _____________Breakeven point: Quarter _____ROI (first year): _________%

Success Criteria Template

Criteria Baseline Q1 Q2 Q3 Q4

(1) (2) (3) (4)

Negotiating Worksheet

Is it closeable today? __ Power to buy?__ Payback agreed to? VP Finance __ L/T/A approvals? VP Finance__ Plan completed?__ Known cost since: 4 months

Stand 1

Stand 2

Stand 3

Salesperson: “The only way I could do something for you is if you could do something for me.”

Buyer (should ask): “Like what?”

GET“Is it possible for you to… _____________________________________________________ ___________________________________________________________? Is that possible?”

Silence! Only if buyer accepts your condition

GIVE “If you can… ______________________, then we are prepared to offer _________________ _____________________ which is worth $__________. Can we go forward on that basis?”

Get-Give List

Your priority GET

Value

GIVEProjected customer priority

1

2

3

4

5

NOT NEGOTIABLE

1

2

3

Transition Issues & Capabilities Worksheet

Executives, Users and Beneficiaries

• • •

Person responsible for implementation of needed operational capabilities

Name and Title:Transition Issue:

REASONS OUR TRANSITION CAPABILITIES

A. A.

B. B.

C. C.

Proposed Transition / Implementation Plan: ExampleAttachment to Transition / Implementation Plan Letter / e-mail

Implementation Plan

Week of Event Us TGI Billable