Champion – internal inspection questions
Status Red – No champion and no potential champions identified.
Guiding Light Principle: Select & Identify – You may have “friends” within the account but you have no indication yet if these “friends” have any influence, or access to the EB, or a personal win tied to your solution.
- Tell me who are you meeting with?
- Explain to me what you know about them?
- Describe to me the questions you prepared that will help you Identify potential Champions?
- Tell me what you look for in individuals who you can count on to sell on your behalf when you aren’t there?
- Explain to me the character traits you are looking for?
- Describe to me some of the subtle behaviors you might be looking for that indicate someone is in the power base, has influence and is considered objective by the organization?
Status Yellow – Identified potential champion, but haven’t confirmed personal win and or tested as champion.
Guiding Light Principal -Engage & Develop – A Potential Champion has emerged from the pack as a “Change Agent” who will tell you the truth and share important information. You are aware that this Potential Champion NEEDS your solution and you’re aware of his Personal Win. This Potential Champion has access to the EB or has a clear plan to gain access.
- Tell me why you think you have a potential champion?
- Explain how she is connected within the power base of the org?
- Describe how her connections relate to the EB?
- Tell me how they are assisting you to influence the Dc & the Dp?
- Explain to me what she has done to get you access to the EB?
- Describe the tangible evidence they are selling for us when we aren’t there?
- Tell me how they have helped you get answers to MEDDIC?
- Explain to me her personal win is?
- Describe to me what they have done in the past that is similar to what we need them to do?
Status Green – One or more champions validated w/ personal wins tied to us winning – Note: For C=Green, EB must be greater than Yellow or Green.
Guiding Light Principle:Leverage & Test – The individual or individuals have emerged and you have seen tangible evidence of their support such as: Sponsoring meetings with the EB, Modifying decision criteria, Adding or removing events in the decision process & / or Assisting in the development, authoring & distribution of Metrics, Success Stories or ROIs.
- Tell me how you have Identified, Developed & Tested your Champion?
- Explain to me who is / are your Champions?
- Describe to me what tangible evidence you have that we can count on?
- How have they helped us?
- What is their personal win?
- Have they or are they sponsoring you to the EB?