Slide 1

HOW TO BE OPEN WITH DIAGRAMS

1. DECIDE WHO TO WORK WITH2. OPEN UP THE OPPORTUNITY3. STRIKE AN OPEN DEAL4. FOSTER AN OPEN RELATIONSHIP

1. DECIDE WHO TO WORK WITH

The Business Decision Pyramid

Relevance, not volumePopulate with names and numbersDont waste time on those who wont get itThree proper wins a year will do

The Business Satisfaction Triangle

Three reasons to work with a clientAll three idealTwo out of three aint badOnly one is highly dubiousNone = decline business

2. OPEN UP THE OPPORTUNITY

The Long TailTemptation to go for big hitsMultiple niches may be betterLess risky and controversialCan do lots of them often

The Bravery ScaleHow adventurous is company culture?What standards are expected?How brave should targets be?Remind when you present/they reject

3. STRIKE AN OPEN DEAL

The IF Triangle

Essence of any negotiationThey can have any twoPressure on all three = collapseIf you require x, we require y...

The Bargaining Arena

Always plan a negotiationGet what you want, on your termsUnderstand trading variablesWhat you both want may be different

4. FOSTER AN OPEN RELATIONSHIP

The Motivational Dip

Honeymoon period always funIt never lastsListen and learn phase vitalEnds in success or tearsCan almost always be predicted

AND FINALLY, A PUZZLE FOR YOU...

Draw nine dots on a blank page like this.

Now try to join all the dots using no more than four lines, and without taking the pen off the paper.

www.thediagramsbook.com@kevinduncan