The ORDER model
For successful business development, the authors propose the ORDER model. I’ll share here some useful tips I found, although there are many more in the book Let’s get real or let’s not play, as I mention in previous posts.
Opportunity: you can’t help somebody who has no perceived need.
Resources: you can’t help somebody with insufficient resources.
Decision Process: you can’t help somebody who cannot make a decision.
Exact Solution: proposals don’t sell, people do.
Results: how you solve creates more sales than how you sell.
20 Questions to qualify an opportunity
1. What are all the issues the solution is intended to address?
2. What lets you know it’s a problem?
3. How much is this costing your organization?
4. How will we know we are successful?
5. What is the payoff if success is achieved?
6. Who or what else is affected?
7. What is the big picture? What is important about your organization as a whole?
8. What has stopped your organization from resolving this in the past? What might stop your organization from achieving these results in the future?
9. Did I get it right? Did I leave anything out?
10. When are you hoping to get started with this project?
11. Do you have any thoughts about how we should divide efforts between your people and ours?
12. Have you established a budget for this project?
13. What are all the steps your organization will have to take to make a good decision on its own best interest?
14. What decisions get made in each step?
15. When will each step take place?
16. Who gets involved in each step?
17. How will the decision makers decide? What criteria will they apply?
18. How will decision makers decide among alternative solutions?
19. Who stands to gain or lose if this solution is adopted?
20. How committed are you personally to resolving this issue?
End in mind: what to say, do, or decide.
Key beliefs: what shall be resolve to agree with the End in mind.
Proof/Action: what will we do to satisfy the key beliefs.
Questions: both sides.
Yellow lights: how we respond to potential stalls, doubts, concerns, or objections.