CC14 - Scott Leland - Client Bridges

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Building, Maintaining & Retaining Client Bridges

Scott LelandPlayer Map Founder

#connectcon14 @connectmembers facebook.com/connectmembers#connectcon14 @connectmembers facebook.com/connectmembers

Build, maintain and retain

client relationshipsPlayer Map it.

Scott Leland

Copyright PLAYER MAP, Inc. All Rights Reserved. Player Map X-Ray Patent Pending


SEE the key Players in your

client org

SEE team &

partner bridges to Players

Player Map it to build, maintain & retain client relationships


Performance

pretenders

PLAYERS

Producers Power Support?

Endorsement?

Time?

POLITICS



Open doors to politically powerful Players.

Characteristics:Value SeekerTeam BuilderBottom LineBuy vs. SoldRisk TakerPre-wire

PLAYERS

“Players like Players, so if you are not the right person…bridge someone who is.”



Ops / Admin

Manager

Exec

PLAN

EXECUTE

VISION FUNDING

BUDGET

EXPENSE

Business

Technical

APPROVE

ANALYZE

AUTHORIZE

PRE-WIRE

PRE-WIRE

POLITICS

FOCUS



Are you a Player? It’s not what you know It’s not who you know It’s WHO knows you!

PLAYERS



Champions want you & only you to win!

Characteristics:Well-connectedPlayer vs. FriendNot CheerleaderAccess to FundsCommunicatorEmbrace Risk

“They are not a Champion until you are willing to put your own success in their hands.”

CHAMPIONS



Do you have Champions? People buy, NOT companies!

CHAMPIONS



COMPETITORS

Who are they?Where are they?Can we convert?Can we minimize?Can we go around?

Keep client competitors in front of you.

“If we do not effectively manage and/or silence a client competitor…then we will surely lose.”



Bridges turn org charts into Player Maps

Types of BridgesProfessionalPersonalExternalInternal

Building BridgesRight PlayerRight ValueRight TimeRight Dialogue

BRIDGES

“If you can’t ‘stand’ on your relationship with a Player…then it isn’t a Bridge.”




Are you bridged?Value without bridges… is mere quote & hope!

BRIDGES



Which strategy will decisively differentiate us & help us to defeat our top competitors?

What value package should we propose to key Players

to ensure we will win?

Which Players will help us win if we can help them out both professionally & personally?

WhoWhatHow

IssuesIdeasImpact

PushPiecePlus


Success demands you find the right players and deliver the value they want –

to maximize your win rate when you only get one shot to win…Player Map it

The Player Map lets you instantly see the people making the decisions and

the bridges you need to cross to get to them – an x-ray of precisely how to win

See it. Create it. Win it.


CC14 - Scott Leland - Client Bridges

Business

Transcript of CC14 - Scott Leland - Client Bridges