Command of The Message: Framework

Question 1

What are the potential buying personas of a client

Answer 1

1. Economic Buyer - Direct Reports with Direct Reports
2. Line Management - Direct reports
3. TA/HR - Perm Placement with Agencies, Onboarding
4. Procurement - RFP, SOW, Managed Services, Vendor Programs

Question 2

What are our Value Drivers

Answer 2

1. Acquire the right talent more efficiently
2. Ensure Internal & External Compliance
3. Access to Strategic & Consultative Guidance
4. Complete Initiatives Successfully

Question 3

What are the potential value Drivers for Economic Buyer?

Answer 3

1. Access to Strategic & Consultative Guidance

Question 4

What are the potential value Drivers for Line Management?

Answer 4

1. Acquire the right talent more efficiently (Perm Staffing OR Contract to Hire)
2. Complete Initiatives Successfully (Contingent Labor OR Managed Services SOW)

Question 5

What are the potential value Drivers for TA/HR?

Answer 5

They Have Direct Reports: Ensure Internal & External Compliance

They have direct reports who have direct reports: Access to Strategic & Consultative Guidance as it relates to procurement.

Question 6

What are the potential value drivers for Procurement?

Answer 6

They Have Direct Reports: Ensure Internal & External Compliance

They have direct reports who have direct reports: Access to Strategic & Consultative Guidance as it relates to procurement.

Question 7

What is the most common mistakes made after a first meeting intro talk track?

Answer 7

Not asking the first question: Allowing room for them to ask the first question
Not Figuring out if they have a hard stop

Question 8

Intro Meeting Power Profile Topics: Line Management

Answer 8

What - they do (responsibilities)
Who - they have (Direct Reports - Team Breakdown)
What - they buy (Team Makeup, Contract, Perm, Offshore, Project Outsourcing)
Who - they hire (Skillsets)
What - they value (Value Driver)
What - they do when buying (Process & Steps When Buying a Service - Cover All)
What - they experienced when buying (Searching for Top Five Pain Points tied to value driver)

Question 9

Trustpoint High Level Overview Talk Track

Answer 9

• Global Company
• Been around since 2008
• 12 Offices across the nation
• I’m in our Technology & Engineering Business
• The Problems we solve for our customers are: List Value Drivers based on persona