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First Call - Coggle Diagram

- - - - HLIM, TR, PM, RR
    - - $
      - Approval Process - how are they going to evaluate other vendors
      - Level of Interest
      - Timing
      - Company Size
      - Decision Making Power
  - - - Research
        
        Review History SFDC
        
        Linkedin
        
        Look at previous companies if they used us
        
        Web
        
        Website
        
        Google news
        
        Any commonalities
      - Equipment
        
        Test
        
        Reboot
      - Expectations
      - Send reminder
      - Review History
  - - - How Likely is this to close?
      - Are they interested and capable of purchasing?
      - Will they buy in the scope of my comp plan?
      - Are they the right people
      - Am i in the lead? or do I have to convert a lot of people?
  - - - Covering their but
      - Keeping their job
      - Company Culture/Reputation Management AKA word doesn't get about shit
      - Not going to litigation
    - - You cannot gain time
    - - Metoo era
      - The only constant is change
      - Social media/Blogs
  - - - commonality
      - News
      - Time of the year
    - - Why me/NAVEX?
      - Why now?
      - What is in it for them?
    - - Summarize
      - Justify Match
      - Time/Date of next meeting
    - - How do we get to this point
      - What would we like to accomplish
    - - Known
      - Unknown
  - - - Who are we competing against
      - Which vendor is in the lead
      - Who is the technical recommender
      - Next meeting
    - - Mistakes
        
        Too much too fast
        
        No next meeting
        
        Rules
        
        Proposal
        
        Traps
        
        Lockouts