EVS Part 5 - Power Map

Question 1

1. What is “power”?

Answer 1

Two elements: authority and influence.
Authority is the formal and influence is the informal.

Question 2

2. What are the four levels of power?

Answer 2

1. Decision makers
2. Catalyst (only one)
3. Influencers
4. Outsiders

Question 3

3. What’s the #1 “tell” you’re dealing with a Catalyst?

Answer 3

They drive executive priorities (University President’s priorities)

Question 4

4. What does a Catalyst use to catalyze?

Answer 4

Your value statement.

Question 5

5. What’s the difference between a Catalyst and a “Champion”?

Answer 5

A catalyst has enough influence and authority (power) to move the deal forward. The champion may or may not have power.

Question 6

6. What are the four buyer roles?

Answer 6

1. End user
2. Beneficiary (includes students)
3. Economic buyer (can get the budget)
4. Technical buyer

Question 7

7. What typical mistakes do sellers make when filling out the Power Map?

Answer 7

Misidentify the catalyst, power map doesn’t reflect the buyer’s objectives, fails to include all individuals who can say no, fails to include all individuals who get a vote (can say yes)