Account Profile: Template

1. Account Profile: Template

2. DefensibleDifferentiators: Template

3. Core Capabilities: Template

4. Key Players List Template

5. Key Players List Template (Continued)

6. Pain Chain® - “Cause and Effect” Job Title: Pain: Reason: Job Title: Pain: Reason: Job Title: Pain: Reason:

7. Pain Chain® Template Job Title: Pain: Reason A: Reason B: Job Title: Pain: Reason A: Reason B: Job Title: Pain: Reason A: Reason B: Job Title: Pain: Reason A: Reason B:

8. 9 Block Vision Processing Model® - Vision Creation PAIN $ Diagnose Reasons Explore Impact Visualize Capabilities I1 4 C1 7 R1 1 “Tell me about it, what is causing you to have this… (repeat pain)?” “Besides yourself, who in your organization is impacted by this (pain) and how are they impacted?” “What is it going to take for you to be able to (achieve your goal)?” “Could I try a few ideas on you?” Open I2 5 C2 8 R2 2 “Is it because… Reason A?… Reason B?... Reason C?... #?, %?, $? “Is this (pain) causing… (another pain)?” “If so, would (other job title) also be concerned?” #?, %?, $? “You mentioned (recall reason)… Would it help if … Capability Vision A?... Capability Vision B?... Capability Vision C?... Control R3 3 I3 6 C3 9 “So, the reasons for your (pain) are…? Is that correct?” “From what I just heard, (repeat the “who” and “how”) are impacted. It sounds like this is not just your problem, but a ______ problem! Is that correct?” “So, IF you had the ability to (summarize capability visions), THEN could you (achieve your goal)?” Confirming BUYING VISION $

9. Initial Value Proposition: Format and Template VALUE PROPOSITION TEMPLATE “We believe that _____________________________should be able to __________________________________________________________ (by $_______________ or _______________%) through the ability to ________________________________________ as a result of ______________________________________________ for an investment of $_______________.” Value Proposition assumptions being made: • ____________________________________ • ____________________________________ • ____________________________________ • ____________________________________ • ____________________________________ • ____________________________________ Value Proposition Format: We believe that [ Client name ] should be able to [ improve what ] by [ how much, what %? ] through the ability to [ do what? ] as a result of [ what enabling capabilities? ] for an investment of [ what relative cost? ] .

10. First Call Introduction Template: Strategic Alignment Prompter (Step 2)

11. Pain Sheet® - Situational Fluency Prompter®: Template

12. Draft Evaluation Plan: Template

13. Value Analysis: Investment

14. Value Analysis (Comparison)

15. Success Criteria Template

16. Negotiating Worksheet

17. Get-Give List

18. Transition Issues & Capabilities Worksheet

19. Proposed Transition / Implementation Plan: ExampleAttachment to Transition / Implementation Plan Letter / e-mail