Note that there are a few breakout sessions that are not included. The recording includes the briefing before each session and the feedback afterwards.
Comment
The Million Pound Story focuses on messaging for "one specific thing to one specific person". But when we are pitching to a large corporation we will often have to address the pain of multiple decision makers (or heroes).
This workshop teaches and practises an approach when we are faced with multiple heroes?
Running order
0.00
Intro and recap of "one specific thing to one specific person"
3.18
Intro to shared pain based on values and beliefs.
4.35
Exercise 1 - What are Compasses values?
7.14
Exercise 1 - Feedback and discussion.
11.35
Exercise 2 - What are the customer's values?
12.45
Exercise 2 - Feedback and discussion.
18.10
The Heineken bid video illustrating shared values
21.40
Exercise 3 - Where do we meet our customer on shared values?
22.30
Exercise 3 - Feedback and discussion.
27.00
Summary and wrap up.