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