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CxO / LoB Knowledge Checklist

Have you earned “Equal Business Stature”?

CXO / LINE-OF-
BUSINESS ü Are you viewed as a “trusted advisor”?
KNOWLEDGE
ü Are you “listening versus advocating”?

ü Do you solve versus sell?

ü Do you understand and practice “empathy”?

ü Do you understand your client's unstated needs?

ü Do you go beyond the 10k / annual report?

ü Are you prepared for a spontaneous executive conversations?

ü Do you know the language of CXO’s?

ü Are you comfortable with business and financial metrics?

ü Do you practice storytelling, messaging and other essential communications skills?

ü Do you have “executive presence”?

ü Can you articulate the customer’s strategy? And articulate SAP’s strategy in the
context of the customer’s strategy?

© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ INTERNAL | Scott Schwartzman, SCP Global CoE