1-800-525-1009 Passing The Baton By Les Cunningham CGC, CR, CCR, CGRa *A NARI Certification 1-800-525-1009.

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Presentation transcript:

Passing The Baton By Les Cunningham CGC, CR*, CCR, CGRa* *A NARI Certification

2 Business Networks Team Passing the Baton From Sales to Production

Team: S Sales Estimating A Administration Policies & Procedures Vendors Cash Flow CPA/Bookkeeping Office Flow O Owner Pay Evaluations Manage/Lead Consultants Systems Associations P Subs Field Personnel Suppliers Responsibility (Additional or Dropped?) Design Marketing Finance

Team: S Sales Estimating A Administration Policies & Procedures Vendors Cash Flow CPA/Bookkeeping Office Flow O P Subs Field Personnel Suppliers Responsibility (Additional or Dropped?) Design Marketing Finance T eam: Coaching Leading Managing Delegating

Setting Potential Clients Expectations: n Perceived “Promises” made by SALES can lead to Conflict. n Poor understanding by PRODUCTION of SALES’ “Promises” can fuel the Conflict.

Admin. Admin. Job Flow/Pass the Baton Sales (2) Client Marketing (1) Production (3) Admin.

Admin. Admin. Job Flow/Pass the Baton Sales (2) Client Marketing (1) Production (3) Admin.

Admin. Admin. Job Flow/Pass the Baton Sales (2) Client Marketing (1) Production (3) Admin.

Relay Race... Not a Dash ! ! ! ! ! Pass - the - Baton Three Times ! ! ! Pass - the - Baton Three Times ! ! ! SalesSales ClientClient ProductionProduction

Two Times ! ! ! SalesSales ProductionProduction Sales to Production

Neutral Place; Production Considers Commitment SalesSales ProductionProduction First Meeting Baton is Not Yet Passed

On Job Site without Client Present Production Commits to Mutually Negotiated Budget Second Meeting Baton is Passed SalesSales ProductionProduction

Sales Pass Baton to Production... Show & Tell (Sales fulfill the up-front contract with the client promised at first contact) Sales Pass Baton to Production... Show & Tell (Sales fulfill the up-front contract with the client promised at first contact) Third Meeting Baton is Passed again--Client Watches ClientClient SalesSales ProductionProduction

Admin. Admin. Job Flow/Pass the Baton Sales (2) Client Marketing (1) Production (3) Admin.

Admin. Admin. Job Flow/Pass the Baton Sales (2) Client Marketing (1) Production (3) Admin.

Team: S A O P Admin. Admin. Admin. Client Marketing (1) Sales (2) Production (3) Watching Weekly

Admin. Admin. Admin. Client Marketing (1) Sales (2) Production (3) Admin. Admin. Admin. Client Marketing (1) Sales (2) Production (3) Admin. Admin. Admin. Client Marketing (1) Sales (2) Production (3) Team: S A O P Admin. Admin. Admin. Client Marketing (1) Sales (2) Production (3) Admin. Admin. Admin. Client Marketing (1) Sales (2) Production (3) Admin. Admin. Admin. Client Marketing (1) Sales (2) Production (3) Admin. Admin. Admin. Client Marketing (1) Sales (2) Production (3) Admin. Admin. Admin. Client Marketing (1) Sales (2) Production (3) Admin. Admin. Admin. Client Marketing (1) Sales (2) Production (3) Admin. Admin. Admin. Client Marketing (1) Sales (2) Production (3) Admin. Admin. Admin. Client Marketing (1) Sales (2) Production (3) Watching Weekly

Critical to Passing the Baton: n Check lists ! ! ! ! ! ! ! ! ! n Everything must be in writing or NO PASS allowed. n Don’t rush or skip steps--Murphy will get you! n Well designed process helps keep people in the system. n A well designed system runs the correct job process.

Business Networks Role Play

Scenario #1 Piece of Cake

Scenario #2 Starts poorly, Finishes well most of the time.

Scenario #3 Your Worst Nightmare… the dreaded, evil, client from hell!

How Do you do it? (Need Volunteers)

So What did we Learn? ? ? ? ? ? ? ? ? ? ? ? ? ? ?