Timings Components Pipeline Stage 4: Value Proposition Thanks and recognition (Recap) Build relationships with sponsors by +/- 5 mins Credibility reference Elaborate and extend Objectives and outcomes, as we understand them (look for nodding (Outline) heads) +/- 20 mins The process of Check is that right? Look for validation what done we’ve and ensure that the foundations are firmly in place before getting to the value proposition Deliver with confidence (be energised, not smug) Use case studies and ‘best fit’ examples (State) Explore the current situation and its +/- 20 mins Your proposition implications Make Recommendations: Features Benefits Explicit value Proposition Implementation and support (Summarise) Time scales +/- 5 mins Highlights Costs (You can call this if ‘Investment you want to but until they see the – benefit it will feel like a cost to them) Seek confirmation with them: 5a. (Focus on) we earned the right to “Have proceed?” Decision makers +/- 10 mins Identify the next steps (be explicit) 5b. Q&A’s and Keep thinking ‘Risk’ ‘Objection’. be afraid to address elephant in the Don’t ‘the room’. Heading off objections and mitigating them before question time will help the audience to stay with you and prevent their objections from festering. – What structure to follow Close Won / Lost – For a 90 minute presentation, components and timings may be as follows:
Timings Components Pipeline Stage 4: Value Proposition +/- 5 mins (Recap) Credibility Thanks and recognition Build relationships with sponsors by reference Elaborate and extend +/- 20 mins (Outline) The process of what we’ve done Objectives and outcomes, as we understand them (look for nodding heads) Check is that right? Look for validation and ensure that the foundations are firmly in place before getting to the value proposition +/- 20 mins (State) Your proposition Deliver with confidence (be energised, not smug) Use case studies and ‘best fit’ examples Explore the current situation and its implications Make Recommendations: Features Benefits Explicit value +/- 5 mins (Summarise) Highlights Proposition Implementation and support Time scales Costs (You can call this ‘Investment if you want to – but until they see the benefit it will feel like a cost to them) +/- 10 mins 5a. (Focus on) Decision makers Seek confirmation with them: “Have we earned the right to proceed?” Identify the next steps (be explicit) 5b. Q&A’s Keep thinking ‘Risk’ and ‘Objection’. Don’t be afraid to address ‘the elephant in the room’. Heading off objections and mitigating them before question time will help the audience to stay with you – and prevent their objections from festering. What structure to follow – Close Won / Lost For a 90 minute presentation, components and timings may be as follows:
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