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TRAINING MATERIALS

TRAINING MATERIALS. Module 5 Engaging Key Actors Purpose: Participants know how to engage key actors in the PMSD process by establishing relationships, identifying ‘ hooks ’ and communicating effectively. Terms. What is a market actor ? What are key actors ? Who are key individuals ?

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TRAINING MATERIALS

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  1. TRAINING MATERIALS Module 5 Engaging Key ActorsPurpose: Participants know how to engage key actors in the PMSD process by establishing relationships, identifying ‘hooks’ and communicating effectively

  2. Terms • What is a market actor? • What are key actors? • Who are key individuals? • What do we mean by engage?

  3. Agenda • Introduction • Establishing your relationships – the trust equation • Know your actors – listening to uncover ‘hooks’ • Preparing an invitation

  4. The Trust Equation Self-orientation David Maister – The Trusted Adviser

  5. Know Your Actors • What are their business interests? Short, medium and long-term • What are their motivations to engage or not engage in the PMSD process? • Who are the influential actors (for them) in the market system? Positive and negative • Who are the key individuals within your targeted organisation?

  6. Hooking With Event Invitations How can I personalise the invitation? • The message  • The contact method • The communicator • The recipient

  7. Hooking With Event Organisation How can I hook key actors with the event organisation? • The title of the event • The host and location • The convener, facilitator and chair • The date and timing

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