Purpose of the meeting

Introduce self Introduce new idea. Evoke interest. Initiate action. Educate or inform. Propose recommendations and gain

acceptance. Clarify points. Evaluate or interpret a situation. Persuade. Other

Adaptability to change

Innovator Early Adopter Early Majority Late Majority Laggard B P O U T

Budget Potential Ownership Urgency Timing

Call Sheet

__ / __ /2013 Customer name : Person you call on: Designation : Coordinates:

Personality Profile

Intellectual Controller Passive Enthusiast

Individual Motivators Recognition. Achievement. Detail. Affiliation. Power. Lifestyle.

Corporate Motivators

Financial Operational Culture

Buying behavior

Economic. User. Technical. Coach

Reasons behind buying:

Maintain operation of existing assets. Increase capacity (organic growth). Acquire new capacity (modular growth). Compliance (regulatory). Peer pressure. Retire & Replace. Developed needs (re-engineered vision,

Personal & Professional trends) Replenish (consumables). Others

Annual report. Analyst report. Bad press. Long queues. New management. Mergers & acquisitions Returned goods

Customer pain:

Revenue/profit loss. Loss of accounts & customers. New products not meeting

expectations. Slow response time. Uncollected revenue. Unfavorable “KPI”. Customer satisfaction. Time required to do ???? is long. Cost is high compared to competition. Employees leaving the company.

Triggering event:

Departmental

Organization

Performance

External Preparing for a

presentation:

I Introduction

B Background

O Objective

A Agenda

T Time

I have six serving friends, they taught me all I knew. Ther names are wh

Organizational

Increase revenue, reduce cost, improve profit, reduce turnover, improve co.

image, streamline deliveries, reduce cost per unit, and reduce manpower cost

per hour.

External

Competition, Political, Economic, Social, and Technological.

Departmental

Add additional production shifts, increase sales per client, improve AR,

streamline client check in, reduce lost packages, process invoice delivery

faster, reduce employee absenteeism, improve lead generation

Performance

Respond to all service call within 24 hours, make 10 collection calls per day,

redesign reception lobby, implement ERP by year end, finish end of day

processing before mid-night, start production line 30 minutes earlier, prospect

20 new clients per week,

Conclusion & next steps

Presentation Product demo Conference call Quotation Product demo Needs analysis Committee meeting Purchasing dept. meeting Contract submission Invoice Client commitment

Actions, dates, and responsibility