VMG Process
Schedule
Pre-briefing meeting
We need from client
Target Market
draft PDC
Background about the company
We need to decide
List
Briefing meeting
Client brings
Appendices
We bring
Straight after briefing meeting
Collate PDC etc for bible
2 hours
Test calls to network
Internal review
Start calling
Review 1
Continue calling
Review 2 - Go/No Go
Get data loaded in CRM
Deliverables
Bible
Introduction
What is client looking for?
Proposition
Background about the company
Target Market
For the company
This project
New market or existing market?
Who are the decision makers?
List
Success Targets for Project
Top 5 questions
Work plan for project
Review dates
Calling dates
Pain Discovery Chart
For each DM
Mantras
Appendices - additional material from client
Calling Results
Things to agree
working relationship
contract for next steps
Risks
Sticking points
Wrong data
Poor list
Miscommunication
Wrong success criteria
Product information
Key communication points
Briefing
Pre-briefing
Review
During calling
Passing leads across
Subtopic
Additional documents
Risk F/ups list
Data
Review data
Get first cut
Buy data
Subtopic
Resources
Briefing team
PM
Iain
Sales
Alex
Jamie