Lets start with what I do most of the time if I have an appointment the first time with an important prospect:
First I generate a quick overview about the company: Who is the management, what are the main KPIs, organisational structure, industry, size and what so ever and I use our internal data base (basics).
Furthermore I (quick)check the following topics through the internet, studies and publications:
- what is the business model?
what can I observe about the current and future challenges of the industry
who are the traditional competitors, who are the upcoming ones
what does the press talk about the company currently
who are the main connected companies, do I know them
- Bullet 2
If I would have time (but often I do not have enough) I would ask
- who has access to the company out of my network. I would talk to them.
do I now any experts of the industry. I would talk to them.
what are the benchmarks in that industry. How do I get inside into it.
whats going on on their social media channels
does google trends generate insight
- Bullet 2
The problem that I have with this process is often I do have the bad feeling, that I did not spend enough time on the preparation or did not got the right insight what a real difference would make. All others who pitch would have the same information I have...
Another annoying thing is that I save all my collected information into a pptx-file in a hurry, make a more or less nice visualization, saves it locally, months later, I do find the research in a bad structure and all starts afresh.
I am interested in how do you prepare for the first meeting with a prospect in order to get the deal. What could be better? Do you feel the same as me or did you find any techniques for improvement (do more with less)?
Please excuse any linguistics errors. I am from Hamburg, Germany ;)