1. Your Organisation Name
Commercial Mindset

2. Actions Power Solution Problems Actions Influence Threats Incentives
Access
InformationKnowledge
Persuasion
Purpose
Compliant
Perception
Options
Expectations
Definition
Assumptions
Constraints
Processes
ManagementConsultationVision
Strategy
CommitmentReality
Next Steps
Project Plan
Resources Timescales

3. Commercial Mindset POWER Do you know who all the ‘key contacts’ are?
The Decision Makers, the Financial People, Users, Coaches, Influencers – and the Threats!
Do you understand the threats both internal and external?
Do you have the ability to get control of people and situations and influence them?
What’s ‘driving’ them? What’s their pain?
Why do they need to do anything?
Are their business requirements and objectives both defined and agreed?
What incentives are in place for the prospective clients to do something?
What’s their budget?
What are their timescales?
Influence
Threats
Incentives
Access
Information
Knowledge
Persuasion

4. Commercial Mindset SOLUTION Is your solution fit for purpose?
What purpose?
Is it compliant with any particular specification issued by the prospect?
What is the user perception of your solution?
From a Business perspective?
From a Technical perspective?
Managing expectations?
You must set the ‘client’s’ expectations!
You must deliver to the expectations!
Purpose
Compliant
Perception
Options
Expectations

5. Commercial Mindset PROBLEMS Defining the problems Removing assumptions
Beliefs / Values / Causal arguments!
Work with Facts!
Constraints
Who?
What?
How are you going to resolve it?
Management of all the processes:
Marketing / Sales
Development IT
Professional Services
Support
Definitions
Assumptions
Constraints
Processes
Management
Consultation
Vision
Strategy

6. Commercial Mindset PROBLEMS Define what you are actually selling!
Commercial / Technical consultation and agreement to manage the issues!
Agreement of the processes involved!
Vision
Q: What are you offering / can you offer?
A: A business solution to resolve a fundamental business or technical issue or problem... Or to satisfy a business need. Or perhaps both…
You MUST have an efficient strategy that allows you to market, sell, deliver and support all of this!
Definitions
Assumptions
Constraints
Processes
Management
Consultation
Vision
Strategy

7. Commercial Mindset Commitment has to come from both sides: ACTIONS
The Prospective Client
You – The Supplier
What is the reality of all your objectives actually being achieved?
Reach agreement on next steps forward by both parties
Define the project plan
Agree resources
Clarify all timescales
Commitment
Reality
Next steps
Project Plan
Resources
Timescales

8. Your Organisation Name
Commercial Mindset