Account Profile: Template Account Profile Company: Therma-Tech Engineering A division of A.R. Lintern: Capitol, Redford Mi employees: Privately Owned: Offerings: Manufacture and Test Climate control Systems for Non Automotive. All Types of sheet metal fabrication/manufacturing. Main Customers are Agriculture and transportation. Market analysis: Financials: Competition: Executive profiles: Potential critical business issues:

Defensible Differentiators: Template DifferentiatorPain LinkageDefensibility

Core Capabilities: Template Core CapabilitiesPain LinkageKey Selling Points

Key Players List Template Key Players (Job Title) Potential Pains                                                

Key Players List Template (Continued) Key Players (Job Title) Potential Pains                                                

Pain Chain® - “Cause and Effect” Job Title: Pain: Reason: Job Title: Pain: Reason: Job Title: Pain: Reason: Job Title: Pain: Reason: Job Title: Pain: Reason: Job Title: Pain: Reason:

Pain Chain® Template Job Title: Pain: Reason A: Reason B: Job Title: Pain: Reason A: Reason B: Job Title: Pain: Reason A: Reason B: Job Title: Pain: Reason A: Reason B: Job Title: Pain: Reason A: Reason B: Job Title: Pain: Reason A: Reason B: Job Title: Pain: Reason A: Reason B: Job Title: Pain: Reason A: Reason B:

9 Block Vision Processing Model® - Vision Creation Diagnose ReasonsVisualize CapabilitiesExplore Impact Open Control Confirming PAIN $ BUYING VISION $ C1I1 R1 C2I2 R2 C3I3R3 “Besides yourself, who in your organization is impacted by this (pain) and how are they impacted?” “Is this (pain) causing… (another pain)?” “If so, would (other job title) also be concerned?” #?, %?, $? “From what I just heard, (repeat the “who” and “how”) are impacted. It sounds like this is not just your problem, but a ______ problem! Is that correct?” “What is it going to take for you to be able to (achieve your goal)?” “Could I try a few ideas on you?” “You mentioned (recall reason)… Would it help if … Capability Vision A?... Capability Vision B?... Capability Vision C?... “So, IF you had the ability to (summarize capability visions), THEN could you (achieve your goal)?” “Tell me about it, what is causing you to have this… (repeat pain)?” “Is it because… Reason A?… Reason B?... Reason C?... #?, %?, $? “So, the reasons for your (pain) are…? Is that correct?”

Initial Value Proposition: Format and Template VALUE PROPOSITION TEMPLATE “We believe that _____________________________ should be able to __________________________________________________________ (by $_______________ or _______________%) through the ability to ________________________________________ as a result of ______________________________________________ for an investment of $_______________.” VALUE PROPOSITION TEMPLATE “We believe that _____________________________ should be able to __________________________________________________________ (by $_______________ or _______________%) through the ability to ________________________________________ as a result of ______________________________________________ for an investment of $_______________.” Value Proposition assumptions being made:  ____________________________________ Value Proposition Format: We believe that [ Client name ] should be able to [ improve what ] by [ how much, what %? ] through the ability to [ do what? ] as a result of [ what enabling capabilities? ] for an investment of [ what relative cost? ].

First Call Introduction Template: Strategic Alignment Prompter (Step 2) Step 2: Introduce Call  State call objective * What I’d like to do today (or… during the next ___ minutes) is to: Introduce you to __________ (my company) Tell you about another _________ (job title and industry) we have worked with I would then like to learn (more) about you and your situation… …at that point, the two of us will be able to make a mutual decision as to whether or not we should proceed any further.”  Share positioning statement (Use “we help” theme) “__________________ (my company) is in the business of helping organizations / companies in the __________________ industry to… (provide brief statement of how organizations use our products and services) ____________________________________________________________________________________________.”  Provide company / personal introduction * FACTS □ __________________________________________  Share relevant Reference Story (or progress-to-date) “A particular situation you might be interested in is another __________ (organization type). Their __________ (job title) was having difficulty with __________ (pain). The reasons for his/her difficulty were __________. What he/she needed was some way to (describe capabilities) __________. We provided them with those capabilities and the result was __________ (specific result).”  Transition to “getting pain admitted” “But enough about __________ (my company). Tell me (more) about you and your situation.” * Alter steps for existing vs. new relationships as relevant

Pain Sheet® - Situational Fluency Prompter®: Template Pain: Job Title & Industry: Offering: REASONSIMPACTCAPABILITIES Is it because; Today…?Is this (pain) causing…?What if…; Would it help if…? A AWhen: Who: What: B BWhen: Who: What: C CWhen: Who: What: D DWhen: Who: What:

Draft Evaluation Plan: Template [DRAFT] EventWeek of√Responsible Go/No Go Billable * Mutual decision to proceed

Value Analysis: Investment One time INVESTMENT         On-going INVESTMENT         (1) (2) (3) (4)

Value Analysis (Comparison) Phased over time (in 000s) Q1Q2Q3 Q4 BENEFITS Increased profits Reduced costs Avoided costs Quarterly total Cumulative value INVESTMENTS One time investment On-going investment Quarterly total Cumulative investment NET VALUE Quarterly total Cumulative total 1 st year net return: $ _____________ Breakeven point: Quarter _____ ROI (first year): _________%

Success Criteria Template CriteriaBaselineQ1Q2Q3Q4 (1) (2) (3) (4)

Negotiating Worksheet Is it closeable today?__ Power to buy? __ Payback agreed to? VP Finance __ L/T/A approvals? VP Finance __ Plan completed? __ Known cost since: 4 months Stand 1 Stand 2 Stand 3 Salesperson: “The only way I could do something for you is if you could do something for me.” Buyer (should ask): “Like what?” GET “Is it possible for you to… _____________________________________________________ ___________________________________________________________? Is that possible?” Silence! Only if buyer accepts your condition GIVE “If you can… ______________________, then we are prepared to offer _________________ _____________________ which is worth $__________. Can we go forward on that basis?”

Get-Give List Your priority GET Value GIVE Projected customer priority  NOT NEGOTIABLE 1 2 3

Transition Issues & Capabilities Worksheet Executives, Users and Beneficiaries Person responsible for implementation of needed operational capabilities Name and Title: Transition Issue: REASONSOUR TRANSITION CAPABILITIES A. B. C.

Proposed Transition / Implementation Plan: Example Attachment to Transition / Implementation Plan Letter / Implementation Plan Week ofEventUsTGIBillable