NOT

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“WHEN I WAS A CIO, I WANTED PEOPLE TO UNDERSTAND WHAT I WAS DOING AND I WANTED THEM TO UNDERSTAND HAT OUR STRATEGY WAS.”

FOUNDATIONAL ELEMENTS

INTERNAL VARIABLES

EXTERNAL VARIABLES

ACTION

TIPS

Review:  Strategic plans  Budgets  Org Charts  Purchasing Processes  Purchasing history

TIPS

Be Present  Attend Events  Review Event Agendas

WHAT NOT TO ASK

What keeps you up at night?

WHAT NOT TO ASK

What are your top priorities?

WHAT NOT TO ASK

Tell me about your biggest challenges?

WHAT NOT TO ASK

Who is your current provider for X?

BEST PRACTICE

Be a resource – tell your prospect something about themselves they may not know.

BEST PRACTICE

Validate information – don’t ask questions that can be Googled.