Exercises

An exercise for the team

Execution - a brainstorming session to identify 'what works' and 'what doesn't work; an effort towards creating a cohesive team environment. An extraordinarily effective exercise is outlined for this in the award-winning book, Execution, The Discipline of Getting Things Done, by Ram Charan. The team, without management in the room, creates a list of what works and what doesn't work. Then with management included, another session to brainstorm solutions.

A foundational exercise to catapult results

Ideal Client Summary - just share a list of your top 12 clients from the last few years. Top by any metric: you enjoyed working with them, the project had a high profit margin, it was very creative, etc.

We ask each of them a set of demographic questions. We also ask what they liked most about working with your company and what they liked least. What they liked most becomes the foundation for all future marketing and PR efforts. It isn't what you think your clients like most about working with you, it's what your ideal clients actually said they liked most.

What they liked least gives you areas for improvement, as well as, overcoming objections before new prospects even have the chance to be concerned. A powerful way to sell!

After the demographic calls are tallied and averaged, we create a summary of your Ideal Client characteristics, their likes and dislikes, to immediately help in easily targeting new ideal clients for new prospecting.

An easy, fast and productive way to increase sales immediately!