“CONSULTING WITH THE CXO” BEST PRACTICES:

• Do You Really Know Me? (CxO)

• What Are The Characteristics of a CxO? How Does Consulting With A CXO Differ From Selling to One?

• Do Your Homework –- Preparation and the Importance of Research

• The Importance Of Understanding Your Impact On Your Clients Financial Statements

o How Do You Quickly Analyze An Annual Report?

o What Moves Profit/Income?

o What Moves EPS?

o What Moves Share Price?

o How Do Financial Statement Impact Leads To KPI’s and Metrics

o What Are The 3 Key Financial Statements?

o What Are “Metrics” or “KPI’s” and What Moves Them?

o What Is The Difference Between Metric’s and KPI’s?

o What Are The Key Financial Metrics For Your Client?

o What Are Your Customer’s Revenue, Revenue Sources, Average Discounts, Profit Margins, Mix, and Major Costs?

o What Are The 5 Major Types Of Business Costs?

 

• What Is Benchmarking and Why is it Critical?

• What Is A CxO Power Matrix™?

• Why Must You Understand Budgeting?

• What Is The Difference Between Operating & Capital Budgets? Why Should You Care?

• Why Is It Essential To Understand The Fiscal Year Of Your Client?

• How Do You Create A Powerful Business Case?

• How Do You Create A Powerful Value Analysis?

• What Is The Difference Between Business Case & Value Analysis?

• What Are The 10 Secrets Which Superstars Call Upon When Working With Senior Level Executives (CxO's)?

• What Are The Top CxO Concerns? How Do You Get The Attention Of: CEO's, CFO's, COO's, CIO CPO's?

• What is a "CxO" Power Letter Letter? How Do You Write A "CxO" Power Letter?

• What Are The Essential Elements of A CxO Power Letter?

• What Are The Essential Elements of A CxO Power Phone Script?

• Why Are There NO QUESTIONS In CxO Meetings?

• What Are The Top 10 CxO Questions?

• What Is The CxO Power Message?

• What Are The 3 R’s?

• How Do You Get A Meeting With A CxO?

• What Are The 4 Key CxO Goals-Initial Meeting?

• What is The Outline For a CxO Meeting?

• How Do You Prepare For A CxO Meeting?

• How Do You Follow Up A CxO meeting?

• How Do You Conduct Yourself At A CxO The Meeting?

• What Are The Top 2 Initial CxO Meeting Mistakes?

• What Is The Proper Presentation Format For A CxO Meeting?

• What Are The Secrets Of Board-Level Selling?

• How Do You Address The Top CxO Objections?

• How Do You Respond To: "Don't Go Over My Head To Call On Mr. Big"?

• What Is Organizational Alignment?

• What Is An Executive Critical Event Timeline

• Top 3 CxO Meeting Mistakes

• What Are The 6 Key Decision Support Tools Used By CxO's?

• What Role Does A Partner Play? What Are Their Needs?

• What Role Does A Consultant Play?

• Who Is The Most Important Person In Consulting With A CxO?