Page 45 - CHCS
P. 45

Engaging at CxO level

• Do your research and homework            Know   Bring  • Prove Value – proof points, where have
• Know my pain points                        my   Value       you transformed another business?
• Understand the sensitivities in my role
• Know my pressures                        World         • Show me what success looks like (and
• Can you be in my network?                                   failure)

                                                         • Show me how you can solve my problems
                                                              – second guess what I might need

                                                         • Where can you take cost out & where can
                                                              you help to protect revenue?

                                                         • Can you execute?

                                           Be Present

                                           • Show you want to build a long term relationship
                                           • Don’t sell to me – listen
                                           • Be on my agenda not yours
                                           • Can I rely on you to leverage resources?
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