Opening C-Suite Doors:
A Dozen Tips in 45 Minutes
Today’s Speakers
Andy Levine
• President/Chief Creative Officer,
Development Counsellors International (DCI)
Katrina DeBor
• Director, Prospect Development/Qualification Division Development Counsellors International (DCI)Today’s Agenda
I.
A Quick Word About DCI
II. A Dozen Tips for Opening
C-Suite Doors
• Work with 400+ cities, regions, states and
countries since 1960
• Staff of 42 professionals in New York City
and Denver
• Prospect Development/Qualification (PDQ)
Division focused on bringing our client
communities “face-to-face” with potential investors
Tip #1
Objectively know your
community’s strengths and
weaknesses
Community Examples
• Brownsville, TX: Manufacturing, logistics,
strategic location
• Puerto Rico: Life Sciences powerhouse & top
university programs
• Louisville, KY: UPS hub, unique logistics
Tip #2
Engage a predictive model
(the rifle is more effective
than the shotgun)
Finding the Needle in the Haystack…
Focus on Predictive Factors:
• Revenue increase
• Executive change
• Major contract win
• New product
announcement
• Mergers/acquisitions
• Change in regulatory
Run the Predictive Model on
Your Own Companies
•
Spot Growth
Opportunities
•
Identify
Consolidation
Threats
Tip #3
Turn to the world’s most
underutilized technological
tool: The Telephone
Advantages of the telephone as a
lead generation tool…
•
Permits dialogue
•
An entry point to
relationship building
•
Efficient and
Tip #4
Know the target executive,
the company and the
industry (before you pick
up the phone)
Objective:
Province aims to attract more logistics/distribution projects
• Process:
– Identifies company with freight cost sensitive product
– Tracks past project announcements; finds common theme – Recognizes Canadian business growth
– Realizes US HQ is serving Canadian market – Learns CEO attended Canadian university
– Crafts proposition for company to establish new facility in province • Result:
Tip #5
Start at the top (power
travels downward)
In Search of VITO
(or “Very Important Top Officer”)…
“VITO has the ultimate
YES power and the
power to veto the
But Beware of “Seymour”
Individuals who always want to “see
more” data, presentations and
truckloads of information.
“They are not movers and shakers
within the organization. And they
Tip #6
Case History 1
Getting to Know Lisa
• On behalf of Western US client, Ted calls ABC Company’s CEO, Ed, to schedule
a meeting
• Ed’s assistant, Lisa, says;
“He’s preparing for a business trip, but I’d be happy to share your information with him”.
• Ted provides detailed information & inquires further about Ed’s trip • Ted speaks with Lisa twice more; he’s friendly & develops rapport • On Ted’s 3rd attempt, Lisa mentions Ed’s Western US trip next
Tip #7
The power of intelligent
persistence
Tip #8
First impressions are
everything
Understanding the “Seven Second
Rule”…
“Seven seconds is the average
length of time you have to make
an impression. And everyone
knows that you won’t get a
second opportunity. “
– Lydia Ramsey Seven Seconds to Sink or Swim
Tips on making a first impression…
•
Eliminate distractions
•
Be ready with the
correct pronunciation
•
Exude confidence
“Mr. Smith, it’s an
honor to speak with
you.”
Tip #9
The Power of Listening…
•
Lessons from Ted
Koppel
•
Better understanding
of the prospect and the
company
•
Opportunity to
highlight tangible
benefits offered by
your community
Tip #10
When interest is uncovered,
ask for the face-to-face
Pursue the Meeting…
“If you don't ask, you don't get.” -Gandhi
Tip #11
Follow-up to any
information request
immediately with
Speed Reinforces a Positive
Impression…
•
An accurate and timely
response demonstrates
“this is someone I can
count on”
•
Make it easy – answer
the question directly
(rather than sending
the prospect to an
Tip #12
Ignore steps 1-11; Outsource
the lead generation work to
an experienced partner (like
DCI’s PDQ Division)
Summing It Up
1. Objectively know your community’s strengths and weaknesses
2. Engage a predictive model 3. Turn to the world’s most
underutilized tool: The Telephone
4. Know the target executive, company and industry
5. Always start at the top 6. Woo & connect with the
gate keeper
7. The power of intelligent persistence
8. First impressions are everything
9. Listen…listen…listen 10. When interest is
uncovered, ask for the meeting
11. Follow-up immediately with factual information 12. Ignore steps 1-11;
Outsource the lead generation work
Don’t hesitate to call us with additional questions:
Andy Levine Katrina DeBor
[email protected] [email protected] 212/725-0707 x-107 212/725-0707 x-157
www.aboutdci.com
Thank You!!!
