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Bagging the Elephant

Bagging the Elephant. The process of finding hard-working elephants (business leaders) and ... Focus on benefits to your elephant show you know your elephant ...

PamelaLan
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Bagging the Elephant

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    Bagging the Elephant Bagging the Elephant The process of finding hard-working elephants (business leaders) and selling them on working with you An Elephants Tale Orphaned while young An Elephants Tale Left jungle for Paris Befriended an old lady Goes to school (Sorbonne) Goes to Elephant Realm Former King dies Named the new King Creates a new charity Elephants Business Major competitor the leader of the rhinoceroses Leadership style --benevolent autocrat Corporate structure public company, profitable, global Elephants Business Dress formal business attire Leadership team Old lady Elder elephant counselors Monkey A friend The Hard Facts Meeting and engaging executives is difficult work The Miracle Six It takes personal and organizational discipline and . . . rofessionalism lanning atience rocess resentation ersistence Executive Director Meeting and engaging executives is difficult work Planning Considerations How Do You? Position your organization effectively? Select a target that fits your resources? Avoid the big mistakes? Maximize your time and your targets too? Train your staff to embrace the Miracle Six? Recruiter Meeting and engaging executives is difficult work Planning Considerations How Do You? Map out and navigate through the elephants corporate structure? Find internal champions or coaches to guide you through the corporate jungle? Build strong alliances within the target organization? Understand the decision making process and the elephants appetite for volunteer work? The Miracle Six Professionalism Positive attitude Dress for success Going to Grandmas manners Dale Carnegie has a point Accountability Be friendly Be yourself Relax Planning Finding the Elephant Researchtrade journals, SEC filings, annual reports, Internet, Dun & Bradstreet, Whos Who, competitors, the library Create a plan Who, what, when, where, why and how BE REAL Involve your entire staff Learn from your mistakes Patience This is a marathon, not a sprint Rejection is part of life You will make mistakes It will take time to refine your research, planning, process and presentation You will become more professional, polished and sophisticated over time If you are persistent, over time you will win Process Its critical Create a process you can use again Project planning techniques are useful Process Planning Sample Planning steps Researchdata base creation Introductory mailing Phone Call #1 Meetingprepared presentation follow up, commitment No meetingdetailed mailing, Phone Call #2, meeting No meeting? Repeat Phone Calls (Not a P) Always have something specific to say Never discuss the weather or check up These are busy men and women Use a Volunteer Contact Sheet Always learn from every phone call and meeting Presentation Keep it simple and short Focus on key elements avoid shock and awe data dumps Focus on benefits to your elephant show you know your elephant Remember you and your elephant speak different languages learn another Presentation Trial closes and closes Identify the commitment you seek Ask for a commitment Try never to leave a meeting (or a call) without a commitmenteven a small one As your relationship evolves, seek greater commitments Practice closing regularly Persistence Never, never, never give up Persuading a busy executive to invest his or her time by volunteering can be a long-term sale Follow up, Follow up, Follow Up The Miracle Six To make any sale, it takes personal and organizational discipline and . . . rofessionalism lanning atience rocess resentation ersistence Presented by Pete Thomas . . .volunteer Well, Its a Start
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