• Create BookmarkCreate Bookmark
  • Create Note or TagCreate Note or Tag
  • PrintPrint
Share this Page URL
Help

Chapter 6. Provide the Answer (Martial A... > Recognize the Universal Issues

Recognize the Universal Issues

  • Management. Do you have the right people? Is your team complete?

  • Competition. How will you meet and beat the competition?

  • Growth. How will you produce hockey stick results?

  • Price/Cost. What is your pricing rationale?

  • Contingencies. What will you do if…?

  • Timing. What's taken you so long? Why don't you wait?

  • Problems. Questions about problems are usually phrased as, “What keeps you up at night?” Answer that question candidly, stating what does concern you, but then immediately follow with the actions you are taking to solve those problems.

  • Intellectual Property. As with problem questions, be candid about any litigious situations, but then immediately follow with the steps you are taking to protect and defend your ideas, or defer to legal counsel.

When you have identified these red flag issues as they relate to your business, develop a position statement for each of them. Craft this statement as if you were writing a press release for the media. This will take discussion and consultation with your key colleagues. When you have arrived at a consensus, it is merely a matter of aligning the variation of the position statement with the variation of the issue in the challenging question. Do all your positioning during your preparation and not your presentation. Do all your thinking offline and not on your feet.


PREVIEW

                                                                          

Not a subscriber?

Start A Free Trial


  
  • Creative Edge
  • Create BookmarkCreate Bookmark
  • Create Note or TagCreate Note or Tag
  • PrintPrint