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BVCS Outreach Campaign - Coggle Diagram

- - - - Raw Material Producers
        
        Mining and Refining
        
        Chief Strategy Officer
        
        Director, Sales
        
        Business Development Manager
        
        Principal Analyst, Lithium/Cobalt/Nickel(/Manganese)
      - Manufacturers
        
        Transport and Automotive OEMs
        
        Manager Battery Raw Material Procurement
        
        Supply Manager, Battery Materials
        
        VP Battery Cell Procurement
        
        Battery Strategy Manager
        
        Cathode Producers
        
        Manager Battery Raw Material Procurement
        
        Battery Raw Material Procurement Expert
        
        Product Planning Manager
        
        Strategy Director for Battery Metals
        
        Market & Technology Intelligence Analyst/Manager
        
        Battery Cell Manufacturers
        
        Manager Battery Raw Material Procurement
        
        Battery Raw Material Procurement Expert
        
        Product Planning Manager
        
        Strategy Director for Battery Metals
        
        Market & Technology Intelligence Analyst/Manager
      - Government
        
        Policy Making
        
        Policy Maker
        
        Economic Geologist
        
        Policy Advisor/Consultant
      - Energy Companies
        
        Power Generator
        
        Strategy Department
        
        Market Manager
      - Financials
        
        Investment Bank
        
        Principal Analyst
        
        Battery Materials (Specialist)
        
        VC Fund
        
        Traders
        
        Principal Analyst, Battery Materials
        
        Battery Materials Trader
        
        Lithium/Nickel/Cobalt (/Manganese) Trader
    - - Prospects already in contact with Davide and Matthew in VC-division (move to SF)
- - - - Classic (£8,000)
      - Premium (£15,000)
      - Consulting (£££)
    - - Brochure
        
        Raw Materials
        
        Overview
        
        Price assessments and forecasts
        
        Downstream developments <--> Upstream demand
        
        Risk explorations
        
        Anode & Cathode Active Materials
        
        Forecasts of demand, split by chemistry, end-use, and region.
        
        Full database of production facilities, adjusted for risk.
        
        Techno-economic analysis of current/next-gen materials, underpinned by our proprietary Battery Cost Service.
        
        Technical roadmaps of A/C producers
        
        Battery Cells
        
        Demand forecasts, split by chemistry, cell format, end-use, region, manufacturer, and OEM.
        
        Full database of production facilities, adjusted for risk.
        
        Technical roadmaps of cell manufacturers/OEMs
        
        End Use
        
        Forecasts for battery demand (automotive, energy storage)
        
        Granular coverage of automotive sector (automaker, cell maker, vehicle model, battery level)
        
        Recycling
        
        Forecasts for EOL battery and material scrap pool
        
        Techno-economic analysis of recycling processes.
        
        Technical roadmaps of recyclers
        
        Supply Chain Mapping and Agreements
        
        Comprehensive 'who supplies whom' database for every stage of supply chain
        
        Insights into terms of strategic supply agreements and investments
        
        Market Developments
        
        Essential industry news, commentary on significance and context
        
        Insightful analysis on major industry trends and their anticipated impact.
        
        NA/EU/APAC coverage
      - Capability Statement
        
        Our data and expertise covers the full battery supply chain
        
        Track and forecast vehicle production, not just sales
        
        Energy: demand forecast for grid storage, behind-the-meter, and industrials - split by region and chemistry
        
        (Recycling side not so strong atm)
        
        BTCM uses raw material prices from BVCS, BVCS presents important results from BCM and uses it to inform forecasts and make them more accurate --> higher order value!
      - See 'Audience Segmentation' file for information requirements of different customer types (can include 'we find X struggles with...' to highlight pain point/tell story)
        
        Raw Material Producers
        
        Mining & Refining
        
        Understand supply chain in detail, gain insight on competitors and what agreements are being made
        
        Understand disruptive tech influences
        
        Intelligence on transport market, EV penetration rates, driving EV adoption, corporate planning and relationships within downstream players to plan ahead
        
        Manufacturers
        
        Transport/Automotive OEMs
        
        Understand disruptive tech impact, market supply and demand (granular)
        
        Manage risks and inform future proof contracts with supplier
        
        Improve short and long-term investment plans for infrastructure, production, supply chain and logistics
        
        Prepare for negotations
        
        Finding procurement opps; learning project viability and cost position; may need to think about whole stream (esp if purchasing upstream materials)
        
        "which allows supply chain managers to access high quality and granular data all along the battery value chain when they are investigating competitors and preparing contracts"
        
        Cathode Producers
        
        Understand supply chain, raw material access, competitors dealings
        
        Raw material price outlook, risks
        
        Gigafactory database to estimate demand from specific cell manufacturing customers
        
        Battery Cell Manufacturer
        
        Battery demand forecasts, what is being made, by who, for who and where.
        
        Tech trends to improve investment strategy
        
        Supply chain data to see how it will affect access to raw material supply, see competitor dealings
        
        Understand risks; ideally supplement with CRU's battery cost model/raw material services
        
        Review exposure to price changes
        
        Government
        
        Policy Making
        
        International view of trends, policy and landscapes
        
        Understand how battery and EV markets can impact economy and what short and long-term strategies need to be taken
        
        Identify investment opps and mitigate supply chain risks.
        
        Adjust modelling to reflect tech and operational costs
        
        Energy
        
        Power Generator
        
        Understand impact of costs, speed and roll out of new battery tech on competitiveness and demand.
        
        Financials
        
        Investment Bank
        
        Understand international battery markets trends and landscape.
        
        Understand opps in market supply chains, equity ownership --> generate valuable long-term investments.
        
        Understand project viability risks and returns --> lending management
        
        VC Fund
        
        Understand pitches --> manage risk and client investment
        
        Identify long-term growth potential
        
        Traders
        
        Monitor current state of battery industry, what is being made, by whom, for whom and where
        
        Understand industry-wide demand drivers
        
        Identify impending bottlenecks at each stage of supply chain
        
        Perhaps they already have info on trade flow, but maybe only in specific regions/geographies
      - Elevator pitch: premium analysis and intelligence across the entire battery supply chain. Our service includes market analysis, price trends, technological updates, extensive analysts support etc.
    - - Energy Storage Technology and Costs (ESTAC - an Exawatt Service)
      - Battery Cost Model
        
        Demo Video
        
        Decide on viability of technologies from cost and performance perspective
        
        Heavily customizable - can adjust location, cathode type, anode type, battery power, membrane type and more.
        
        Relies on decades of experience in raw material processing industry (CRU) and expertise in factory modelling (Exawatt)
        
        Compare energy density and production cost between two different technologies at your choice
        
        Review production and material costs of materials' 10 years forecast based on CRU data
        
        Data accuracy, UX, customizability unrivalled
        
        Pre-seed customer segments and feedback
        
        Investors
        
        Frustrations
        
        Lack of quality and granular battery cost demand and technology data split by region/company/plant
        
        Lack of reputable and customisable battery cost model source able to defend analysis to internal/external stakeholders
        
        Consequences of failure
        
        Lower ROIs and potentially total write downs of investments or loans
        
        Legal action for negligent investing
        
        Battery Purchasers
        
        Frustrations
        
        Lack of quality and granular battery cost demand and technology data split by region/company/plant
        
        Unable to map their entire battery supply chain
        
        Consequences of failure
        
        Lower sales due to product performance
        
        Lower margins due to increased product cost or sub-optimal negotiations
        
        Battery Manufacturers
        
        Frustrations
        
        Lack of quality and granular battery cost demand and technology data split by region/company/plant
        
        Lack of reputable and customisable battery cost model source
        
        Consequences of failure
        
        Lower sales due to uncompetitive battery tech
        
        Increased costs due to badly timed procurement, sub-optimal negotiations or location selection
        
        Cathode/Anode manufacturers
        
        Energy storage companies
        
        Presenting it to customers
        
        "The first and only web-based model to evaluate and forecast the cost profiles of the most comprehensive list of battery technologies and run customizable scenarios to match your specific needs.
        
        Unique, bottom-up, granular model
        
        Trusted upstream data for raw materials
        
        Designed with the Analysts' workflow in mind"
      - Outlooks for Lithium, Nickel, Lead, Cobalt, Copper, and Manganese
      - Costs and Emission Analysis Tool (CAT/EAT)
  - - - Salesforce
        
        Record everything needed!
      - FrontSpin
      - Calendly
        
        "Feel free to share some times that you're available, or you can also pick from my Calendly if it's easier."
      - ZoomInfo / Engage
      - LinkedIn (Premium?)
        
        Quote summary with article when sharing
        
        Post at optimal times (afternoon?)
        
        Make it actionable (include link to article, e.g.)
        
        Give it time; reassess and rethink as needed
        
        Initiate conversation (?)
    - - Josh Braun Technique
        
        Dials
        
        Permission
        
        Right-person
        
        Poke
        
        Peel
        
        3 more items...
        
        "If you don't mind me asking, how are you finding supply chain data on X for your company reports today?"
        
        "What questions are you struggling to answer right now/where are your greatest uncertainties?"
        
        "We're doing some work with X companies and I came across your name... Are you still overseeing Y?"
        
        "Hello X, Y here from Z. We've never spoken, and I know you weren't expecting my call, but I was hoping you could help me out for a brief moment?"
        
        Might use screening tool here
        
        Psychological tools
        
        'Giving Up?' (email)
        
        'A Big Ask' (email)
        
        'If you don't mind me asking' (autonomy)
        
        Let go of expectations/detach from outcome = less pressure = lowers 'zone of resistance' (Change intent)
        
        "Some do, some don't, so what, next"
        
        1 in 10 dogs bark
        
        'Hoping you could help me out?' (wired to help)
        
        Mindset of curiosity
        
        Equal status vs low status
        
        Objection: ask a question that shines a light on something that your prospect might not know. (Illuminate a knowledge gap). Buyers have the answers. Sellers have the questions.
        
        'I just wanted to ask' --> 'Have you..?'
        
        Become an insider: Use your market's language!!!
        
        DEPOSITS vs WITHDRAWALS
        
        HOW DO YOU KNOW...? (insights)
        
        DETACH FROM THE OUTCOME (Commission breath)
        
        Fireballs, not flowers. Find out prospects' 'real wants'. Lingo library (speak their language). Become an insider.
        
        See things from your buyer's perspective!
        
        Offer to TEACH (not take i.e. demo)
      - Cognism/SF technique (conventional)
        
        Opening
        
        Pitch
        
        Open-ended questions (poke)
        
        Closing
        
        Objection-handling
        
        FEEL, FELT, FOUND (empathy)
        
        DEFUSE, DISCOVER, DELIVER
        
        P.O.W.E.R.F.U.L
        
        8 more items...
        
        Tips
        
        Sound excited/enthusiastic, especially if prospect being blunt (they 'give back what you put out')
        
        Use pauses
        
        Mirroring
        
        Repetition (of customers dialogue)
        
        Humour
        
        Customer-centric
        
        KNOW your customer
        
        Industry
        
        Business
        
        People
        
        BE your customer
        
        Look for shared experiences
        
        Identify common ground
        
        Develop genuine interest in customer's business
        
        CONNECT with your customer
        
        Prep and list possible solutions
        
        Be sincere, provide positive points and room for improvement
        
        Share a notable quote that your customer has said before
        
        CREATE with your customer
        
        Mindmap with them
        
        Review challenges
        
        Storyboard client's view for future
        
        Agree on next steps and deadline
        
        Social proof
      - Useful general points
        
        Positive impression
        
        Sell value of conversation/meeting with analyst
        
        Research current industry and current market trends
        
        Research useful buzzwords
        
        Awareness of competitors (see Positioning CRU branch)
        
        Consultative approach
        
        Damod: Proactive, persistent, patient
        
        Courteous, polite and professional --> credibility
        
        Can be useful to refer to users you already deal with - proves credibility/reassurance
        
        Person at end of phone not that important; just barrier to provide service (MP)
        
        Confident and authoritative tone
        
        Timing is everything, customer might want it but not know it and get back in touch later for sale
        
        Friday afternoon > Monday morning
        
        UNDERSTAND USE CASE (what they'd want to talk about in meeting, which aspect they find interesting) --> Qualify
        
        https://blog.hubspot.com/sales/ultimate-guide-to-sales-qualification
        
        Budget, Authority, Need, Timeline... and more!
        
        Mutually beneficial relationship - do they trust you?
        
        Be mindful of how CEOs appear in front of stakeholders - they pay the bills!
        
        Can be helpful to start off with email, then say on call 'just following up email'!
        
        Email + LinkedIn could be even better (LI more personable)
        
        Can be useful to offer a report for booking a meeting, and to suggest an exact time to talk (Chris)
        
        People like to say no - sometimes one line question can get most responses
        
        Every call is an opportunity to learn - who is using which differentiators, who is just not interested/no budget...
        
        Ilya: Keep it relevant, acknowledge that you are both working for company with relationship, peers in space work on this (social proof), FIND PAIN POINTS, need to qualify!!!, keep them on the call until accepted!
        
        Glenn: Choose 'value' OR 'supply' chain, "get better at describing what the service is (avoid 'asset'), 'comprehensive market reports complemented by (asset level analysis, cost, and pricing)', 'where do you get from' & "how do you use it" are two different Qs, don't do closed questions!, "we're speaking to lots of X"; got to improve knowledge of service and personas serving; record to improve.; 'How would you rate them out of 10'; curiosity, finding info!
        
        Ollie: Bit of humour. Don't be afraid to pause.
        
        Harry: Get them to say their problem. Need conversation flow. Curiosity, funding info. 'Done a bit of research around your company, would be great to hear from you...'
        
        It's tough...be patient... the sales will come... everyone has bad days...
        
        Tumelo: More specific, probe pain points, research contact and what company do, focus on what's critical for them (rather than 'blanket')
        
        Pops: Treat the secretary like they're the boss.
        
        Zain: Concise, relevant. NO IS NEVER A NO IN BUSINESS. one voicemail is enough. News, use cases, relevance. When you reach out to big fish --> trial.
        
        Glenn: Give them FOMO (social proof), RELEVANCE (tailor), open questions
        
        See and note if they already buy CRU products in some form or another
        
        opp to research budget cycles, competitors; show breadth and depth of CRU for credibility; 'over 55 commodities researched on regular basis, 3000 clients in more than 70 countries, 13 offices around the world'; condense emails to 4-5 lines.; 'majority of automotive OEMs are clients of CRU... due to electrification we noticed need for BVCS'
        
        What They Dont Teach You at HBS:
        
        Selling is an intrusion (sixth sense). Helps to believe in your product: Imposing --> doing a favour.
        
        Fear: If you're pretty good, you're going to fail half the time. "Rejection comes with territory"
        
        Timing is key... might just be wrong timing. Go back in five years.
        
        Use your common sense
        
        Listen to the buyer.
        
        Follow the script ('life span' of the deal). Postpone instant gratification. (Patience!)
        
        Persistence: quality of doors as well as how many.
        
        Extend or renew when other party is happiest, not when contract about to expire.
        
        Take advantage of a setting sun (horses).
        
        Best person to sell to is just arrived or just leaving.
        
        When your timing is considerate, let the other party know.
        
        Use (with extreme caution) inconsiderate timing. Always set it up beforehand.
        
        A deadline is a threat - only give if needed.
        
        Use timing to nudge politely.
        
        Busy people have short attention spans.
        
        Give someone the gift of time. (book an hour, take half an hour).
        
        Sam: 'Relevant to your operations, we specialise in the battery supply chain and automotive sector (Togg).... transparency on supply agreements... and
        BCM: It is a fully customisable tool that enables you to forecast and minimize your battery production costs, as varied between technologies, production processes, and raw material prices. This would help you with cost planning, future-proof contracts with (Farasis and other) suppliers, and ensure sound purchasing strategies for components and raw materials."
        
        Charlie: Good salespeople see the world in dollar bills. Margarita: relentless!. For A2MAC1 calls - DON'T BE PUSHY! open the door, don't close the sale...
        
        Madison: what I found best is
        It sounds like you're happy with you current solution, at the very least, we can provide a demo and a quote and that way you'll know what other companies are providing and you can even leverage that in a conversation with your current provider.**"
        
        Jamal Reimer: EXECUTIVE WHISPERING! (Helicopter to top of mountain). CORE IMPERATIVE. C-LEVEL INSIGHT. UNIQUE VALUE PROPOSITION. KNOCK-OUT PUNCH. (TRANSFORMATIVE VALUE. ROMAN COMMANDER. EXECUTIVE MEETINGS (1, 2 and 3), POC). i.e. targetted and executive whispering
        
        Maria (US): leverage the 'celeb' analysts in their field/where we already have brand strength (ferts). Generate a convo in 'follow-up'
        
        Me: Curiosity (JB!), relationship build (HW/MA/OJ)... relevant as possible, c-level insight, exec whispering (JR), nurture prospect along sales journey (CK)... let's see... teach don't take (JB), radio DJ voice (CV), would it be terrible idea... (JB/DP), working more/harder doesn't mean better results (CK)
        
        SLEEP! Lifestyle (diet, exercise, sleep)
        
        Margarita: Positive and dynamic approach; curious (get in close touch w analysts, consultants, ask Qs about clients - opps, issues, names etc., listen into other sales calls, ask Qs, what they would have done differently, etc.)
      - Calling frameworks - draft
    - - Calling > LinkedIn > email
      - Varies by region
      - A/B testing (e.g. morning vs afternoon)
      - Personalise as much as possible
      - Get outreach structure planned and organised on SF (e.g. 20 calls in day, 10 in morning, 10 in afternoon)
      - Tier contacts in level of importance: outreach approach might differ (e.g. trial offerings)
      - Separate approach by client type (as well as company type): e.g. Procurement --> we understand the supply chain
      - Takes ~7 touch points of comms before sale made (Glenn)
      - Flexibility --> lock in revenue
    - - 'We assist some of your peers in X. Can you please point me in the direction of the right person who would be interested in Y? (True qualification upfront from our whitespaced list, then can proceed with other scripts).
  - - - Trust and Industry Relevance
      - Thought-leadership
      - Access to Expertise
      - Depth and BREADTH of Coverage
        
        e.g. insights on ferts market, which is half of battery market in China!
      - G-local Reach
      - Technical expertise and understanding! (modelling demand on a production (vehicle by vehicle basis)
      - Better understanding of midstream/downstream (cathode/automotive)
      - Robust methodology
      - Exawatt
    - - Flexible, personal, responsive
      - Integrity, reliability, independence, authority
      - Big enough to deliver, small enough to care
      - Long and established presence in China, recently celebrated 20 years
      - How do we get price data? gather production costs and compare with the market prices to review sustainability of those market prices.
    - - Benchmark Intelligence
        
        Meaningless magazine publication
        
        Don't do stainless for nickel which is 70% of market and aren't good outside of battery materials (copper etc.)--> narrow focus
        
        "Very 'status quo', forecasting supply deficits in long term and that isn't how it should be (methodology)" (Sam)
      - Woodmac (used to be Roskill)
        
        Good in Ni, we are better for batteries
        
        Good for government stuff (well-established and chased)
        
        Decent at Li
        
        Poor consulting reviews
        
        SEE ARTICLE FROM PETER BY ALINA ZHANG ON TEAMS...
- - - - Monitor and gather feedback; update CRM
        
        Meeting Grading System
        
        Prospect is a key DM or influencer.
        
        1 = Negative, 2 = Moderate, 3 = Positive
        
        Prospect has a clear understanding of the problem or pain point.
        
        Prospect has a budget or resources allocated for our solution.
        
        Meeting had active engagement, with meaningful questions and discussions.
        
        Prospect expressed a strong interest in our product/service.
        
        Prospect is in a timeframe where they need a solution.
        
        There are clear next steps defined, such as a follow-up call or demo.