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80%decisions
80%decisions
10%executive contacts
Fear of Heights
80%decisions
10%executive contacts
Typical “coach”
Fear of Heights
Executive Altitude?
ExecutivesValue 4X More
Product Expertise Business Value
ExecutivesValue 4X More
Product Expertise
4X Less Likely
Business Value
24% Proficient
88% Proficient
ExecutivesValue 4X More
Product Expertise
4X Less Likely
Business Value
24% Proficient
BUSINESSVALUEGAP
88% Proficient
ExecutivesValue 4X More
Product Expertise
4X Less Likely
Business Value
24% Proficient
BUSINESSVALUEGAP
88% Proficient
Competence
Confidence
Compelling
3C’s
Our Agenda
Competence
Confidence
Compelling
3C’s
Your Executive Experts for Today’s Webcast
Repeatable framework for developing and delivering Executive Conversations
Account-specific executive interactions for insights and
executive coaching
Jim DruckreyC-Level Practice Leader
Multiple C-Level Positions
Jim FortnerExecutive Coach & Emissary
Multiple C-Level Positions
Jim Druckrey
Repeatable frameworks for developing and delivering executive conversations.
Competence
Confidence
Compelling
Jim Fortner
Account-specific executive interactions for insights and
executive coaching
Let’s discuss the 3 C’s
Buyer’s Perspective Competence
BusinessChange Financial
Metrics
Create the Buying Vision
Proof
BusinessInitiatives
External Factors
Competence
Confidence
Compelling
Let’s discuss the 3 C’s
Jim Druckrey
Repeatable frameworks for developing and delivering executive conversations.
Jim Fortner
Account-specific executive interactions for insights and
executive coaching
Unconsidered Needs
Specified
Needs
Capabilities
Identified
UnconsideredCapabilities
UnconsideredNeeds
Confidence
Competence
Confidence
Compelling
Let’s discuss the 3 C’s
Jim Druckrey
Repeatable frameworks for developing and delivering executive conversations.
Jim Fortner
Account-specific executive interactions for insights and
executive coaching
Economic Justification Compelling
Balance SheetCapEx Justification
• Hurdle Rates
• Payback Periods• Net Present Value
(NPV)
Risk? Regulatory Compliance?
STRATEGIC Rs
HARD RsFully recognized?
SOFT RsAre any quantifiable?
ROI
Investment
Returns
Competence
Confidence
Compelling
Let’s discuss the 3 C’s
Jim Druckrey
Repeatable frameworks for developing and delivering executive conversations.
Jim Fortner
Account-specific executive interactions for insights and
executive coaching
Competence
Confidence
Compelling
Time for your questions
Q&AJim Druckrey
Repeatable frameworks for developing and delivering executive conversations.
Jim Fortner
Account-specific executive interactions for insights and
executive coaching
