B L U E P R I N T REMOTE STAKEHOLDER MEETINGS Asking questions Sometimes you ask questions to the whole group Point out certain people by name, trying to rotate through everyone in the room, set the context, and then ask the question. This way you set up others for success in answering the question. Don’t forget, everyone needs to have their camera on and with their own screen. 3 PARTS OF THE STAKEHOLDER MEETING Part 1 - What is the situation and pain of the present state of the company? - Summarize your diagnosis to get everyone on the same page. Part 2 - The dream - what is the end state that you’re all building towards. I.e. brand awareness. Your job in this stage is to align what they want to achieve with what you know about them Co-creation - show them your idea and how to get there. Part 3 - Next steps - Don’t be complex. This should be one main thing you can accomplish to move onto the next step. If more than one main thing is needed, consider using an action plan. List milestones and be clear about who needs to do what on each side to reach that milestone. INFLUENCING THE GATEKEEPER TO UNBLOCK The gatekeeper is someone that has the power to block you from moving forward. How do you get to this position, avoid it, and unblock them? At what point do you reach the gatekeeper Initiator → Champion → Decider → GATEKEEPER → Buyer The gatekeeper is someone that has a vested interest in making sure your solution doesn’t go in, usually because they feel threatened in some way. Don’t go around them, because gatekeepers usually have enough power in the business to negatively affect any future possibility for you to work with that company. Do leverage an influencer. Introduce the gatekeeper to someone with the same title at another company. This person will help them see things they didn’t see, such as how the solution you’re offering can actually help them. Rational impact. HOW TO CREATE URGENCY WITH PERSONAL AND COMPANY PRIORITIES Rational Impact Most of the time you think that people care about the money - “How much will this cost and How much will I make from it?” Emotional Impact