Relationship intelligence for sales teams. Every stakeholder is rated on the pipeline they control, their disposition toward you, and the money they can reach through the programs they support — so the team targets the right people, in the right order, with a reason.
Sample people, organizations and programs are fictional. The client's version holds the real map, the intelligence log behind every rating, and the weekly target list the sales team works from.
The map is only as good as what goes into it, so the discipline is the product: every rating has a source and a confidence, every program has a value, every stakeholder has an owner. From that, the team gets a weekly list of who to call, who to route around, and where the money is uncovered — and a consultant who works the list with them.