Race R.E.A.D.Y.
Know more than the other vendors before you dial.
Twelve research questions to answer before a first conversation, two bonus laps, and where to find the answers. Print it, fill it in, take it to the call.
What is on it
One page, five simple stages to assess our differentiation in soliciting a “yes” to a first meeting. Reviewed their “About Us”, Examined how to approach them, Assessed how you could be of value, Determined what could delay progress, and Your research resources — each question with write-in space for your answer.
The lower half lists eighteen places to find those answers, from 10-Ks and Glassdoor to the colleagues who already know the account. Two Bonus Laps questions close it out.
Download the fillable checklist and type directly into it on screen—or print it and fill it in by hand.
Tell us where to send it. Your download link appears next.
Your email tells us the checklist is being used. No list, no sequence.
The one-pager
If it is easier to just talk.
Some questions are quicker answered out loud than in writing. The first call runs twenty-five minutes, there is no deck, and nothing about it obliges you to do anything afterwards.
