𝗗𝗮𝘆 𝟭𝟱 – 𝗣𝘂𝗯𝗹𝗶𝘀𝗵 𝗮 𝗯𝗼𝗼𝗸 𝗶𝗻 𝟰𝟱 𝗱𝗮𝘆𝘀 𝗰𝗵𝗮𝗹𝗹𝗲𝗻𝗴𝗲

𝗗𝗮𝘆 𝟭𝟱 – 𝗣𝘂𝗯𝗹𝗶𝘀𝗵 𝗮 𝗯𝗼𝗼𝗸 𝗶𝗻 𝟰𝟱 𝗱𝗮𝘆𝘀 𝗰𝗵𝗮𝗹𝗹𝗲𝗻𝗴𝗲
At a #Salesforce Consulting Partner’s internal Kick-off meeting (sometimes called Sales to Delivery handover) : “I need to be totally armed with information if I am to run the Discovery properly. Please don’t leave out anything – or I might get a bit grumpy.” 😠

Tell me:
🍩 How did the opportunity come about
🍩 What was the sales process like
🍩 What issues did you encounter during the sales process
🍩 Who did the demo – or did Salesforce do the initial demo
🍩 What are the people like – are there are any who are excited for Salesforce? Or are there some who might have doubts
🍩 Who are the players in the client project team, and what are they like?
🍩 What do they think they are buying
🍩 What pain point(s) are they hoping to address with the new system
🍩 What have we (really) sold them
🍩 Do you believe that there is a good fit between what they need and what we have sold
🍩 Can you candidly tell us whether there is an expectation gap that we need to close? If so, what’s that gap?
🍩 What’s the internal political landscape like on their side
🍩 Is there anything (or anyone) we should be keeping our eye out for
🍩 Who should I pay attention to, who would be an ally in tricky situations?
🍩 What risks do you see during the project implementation
🍩 What were the sticking points during sales negotiation that I should know about
🍩 Was there a previous vendor on the scene, and if so – who were they and what happened that facilitated their exit?
🍩 What’s their internal capability in terms of Salesforce knowledge
🍩 What are they like in terms of change management and project management readiness
🍩 Are they aware that the implementation will require effort on their side to help make it a success

What else would you add?
Your input could end up in the book! 🤩

…which is going far too slowly because I’m enjoying the process too much! And kiddy/family distractions had not been taken into account when I started this challenge! 😁

#OnThePeiroll
—
I’m on a ‘Publish a book in 45 days’ challenge and writing a book called “𝗦𝗮𝗹𝗲𝘀𝗳𝗼𝗿𝗰𝗲 𝗗𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆 𝟭𝟬𝟭 – How Consulting Partners execute Discoveries that set the Projects up for success”
OK – title still tbc, so feel free to send some ideas! 😁

You can support me by
(1) signing up to the waitlist below so you’ll find out about when the book launches, or

(2) securing a SIGNED COPY (when it’s published) by donating £50 to #Samaritans – a charity that supports emotionally distressed callers who may be going through suicidal thoughts.

Links can be found 👇🏻

Get your SIGNED book (by my lovely hands!) by donating to #Samaritans here. Confirm shipping address and make your donation here – https://zenhao.mykajabi.com/worldsuicidepreventionday-signed-book

𝐘𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐬𝐚𝐯𝐢𝐧𝐠 𝐥𝐢𝐯𝐞𝐬 ❤🩺