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Dublin Chamber of

CommerceBusiness Owners Network

12th March 2010Simon McKeever

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What?Whole hour 7.45 Sit down

Groups of 6 5 & 1 Facilitator

2 Part Workshop

Value

Pipeline

Each person gets 5 mins on Value & 5 mins

on pipelineEach person gets the full attention of all 6to help them

Facilitator also gets to participate

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Purpose of Workshop

Value: to define exactly what it isthat your business does right nowthat adds value to potential clients

Pipeline:To get a commitment froma member of the group to make acontact or an intro for you that isrelevant

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Why concentrate on Value?

1. When we understand what value we provide it:

Helps us to be clear and focused and to identifyopportunities ourselves

Helps us to communicate our value clearly to others

Helps others to identify opportunities for us

1. If were not adding value maybe we need to adapt

2. What people are buying right now

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What do you need to donow?

Put some thought into it!

Arrive prepared - youll only have 5 mins oneach topic

Have at least 3 value suggestions ready

Keep it simple this is not an elevator pitch the idea is that youre going to tell thegroup in plain English how you add valueand they are going to help you refine this.

Think of examples of what has worked foryou recently

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Preparation - Value? Askyourself:

1. What problem can you solve right now for (potential) clients?

2. What is it that you can do that will make a real difference toyour (potential) client at the moment?

3. What is it you do that connects with and adds to the valuecreating part of your clients companies?

4. What & why would people buy from you right now?

5. What is it that will get you in the door?

Remember So What? I do X,Y,Z, but what does thisactually mean to your (potential) client

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Preparation Pipeline:What introduction are you looking for rightnow?

Think in terms of:

Type of businessCompany Name

Role

Persons name

The more precise you are about what you arelooking for the more likely you are to get it.

See hierarchy of referral on next slide

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Strength of referralReferrer

BusinessType

Co.Name

Role Person

Person

Role

Co. Name

Business Type

Referra

lRequ

ester

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Role of Facilitators - ValueKeep time remember your turn is at the endOpen up each participants value suggestion to thegroup

Tease & draw out with questions & suggestions

Use questions on slide 6 if you like dont forgetso-what

Get the participant to describe the value they

offer in another way if the group doesnt get itGet agreement within group on what eachparticipants real value maker is

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Role of Facilitators - PipelineKeep time remember your turn is at the end

Ask the participant what introductions they arelooking for

How does their value maker fit with theirintroduction request

Tease out the highest level commitment ofintroduction/phone call from the group to the

participant.Get a commitment as per slide 8 i.e. if you cantget them the named person in say O2 couldsomebody give an intro into the head of the

same department in say Vodafone etc?

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FacilitatorsAlec DrewChristy ODriscoll

Helen Tonetti

Howard KentIrial OFarrell

Jackie Prendergast

Martin Crotty

Mary OShaughnesssy

Shiera OBrien

Tony O Reilly

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Dublin Chamber of

CommerceBusiness Owners Network

12th March 2010Simon McKeever