Page 184 - engage workbook

Example: Overall relationship strategy

Name Sunita Rodriguez

Now 3 months 6 months 12 months Ultimate

Relation score 43A 50T 60T 70T 70+
(intimasee.com)

Conversation plans
(What will I say and do in each meeting in order to achieve the next shift in the relationship)

Discussion topics and questions Value for buyer Target outcomes

1st conversation
Sunita is new to the business, so try Maybe some insights She wants to meet
to understand her goals and share into XYZ in the region. again.
our experience of working with XYZ Also maybe point
in the past. Also any trends we see her in the direction
for the industry that might impact of other people who
her success. might help her.

2nd conversation
Based on the first conversation, see Help her think Full understanding of
who in our organization has insights through her goals and her key priorities and
into her areas of interest and take priorities. where she thinks we
them along to this conversation. might be able to help.
Specialist insights.
Offer ideas and gauge her reaction /
level of interest.

3rd conversation
Take specific ideas to Sunita on Relevant ideas / help Advance the level of
priority areas that she identified. that she can use. trust

Set aside some time to discuss the Opportunity to pause Confirm a project or
broader picture - how is she getting and review her some agreement to
on in the role; where has she made progress, and get an move an idea forward.
most progress and where are the external perspective.
frustrations? Identify other areas
where we might help
her or where others
we know can help.

179 engage-universe.com