Qualifying Opportunities

Question 1

3 elements to Move off the Solution

Answer 1

Listening + softening statement + The move

Question 2

Give an example of moving off the solution

Answer 2

I’d be glad to. in order to keep my comments relevant to your situation, Could I ask?

Sure, I could talk for several hours but that may not be what you want. Do you mind if I ask…?

We have helped many companies address the problems you have mentioned and each one had a different way of approaching it. Would it be okay if we started talking a bit about…?

Question 3

How do you get out all of the issues a client is facing

Answer 3

Give examples of what others are facing
Test for completeness
Prioritize the issues
Gather Evidence and Impact

Question 4

Ask a question about giving examples of what others are facing

Answer 4

Other clients facing issues like thse have also been wrestling with… has that at all been an issue for you?

Question 5

Give an example of prioritizing the issues

Answer 5

Is there one of these issues that you feel has the most leverage or impact?

These are all very important. I will make sure we discuss them all. Which one would you like to talk about first?

Question 6

What are the five questions to translate hard issues into money?

Answer 6

How do you measure it?
What is it at now?
Where would you like it to be?
What is the value in the difference?
What is that value over the next 1 to 2 years?

Question 7

Soft Issues - how do you get to money?

Answer 7

Peel for pain or gain

Question 8

Give an example of peeling for pain and an example of peeling for gain

Answer 8

Pain - when this problem occurs, then what happens? or What does that affect? What are the consequences of that

Gain - If you could get that result, what would it allow you to do? or What does that get you, or Where do the benefits of that show up?

Question 9

Once you have the impact what do you do?

Answer 9

If the impact is big - be curios about the constraints. What has stopped the organization from realizing the benefits
If the impact is small - say it. take away the solution and see what happens
If you disagree on the impact - dig in more about the pain or gain associated with it

Question 10

What are operational context?

What are organizational context?

Answer 10

Organizational - mission, values, strategies, politics, pressures
Operational - how does it impact the other areas of the business. Who or what is impacted by the issues and the solutions

Question 11

What are good constraints?
What are bad constraints?

How should you approach a long standing constraint?
How should you approach a new constraint?

Answer 11

Good Constraint - barriers that no longer exist and things they can’t do but we can
Bad Constraint - factors that have prevented success in the past and have not changed

Long Standing - ask what has stopped them from successfully solving this?
Short term or new - what might prevent the successful implementation going forward

Question 12

What should you do if they don’t want to move off the solution?

Answer 12

Ask about criteria for an ideal implementation
Ask about the criteria for the ideal solution provider
What is important to you and the people you work with

Question 13

Name the 9 Questions or areas to summarize the Qualifying Opportunities area

Answer 13

1. What are all the issues the solution is intended to resolve?
2. What is letting you know it is a problem? (problem evidence)
3. What is the impact on the business? (Problem evidence)
4. How would you measure success? (Result Evidence)
5. What is the payoff if success is achieved? (Result Impact)
6. Who or what else is affected? (Operational Context)
7. what is the big picture? (Organization context)
8. What has stopped the organization from resolving this in the past? (Constraints)
9. Did I get it right? Did I leave anyting out? (Summarize)