Coaching Corner

Hear Neil Miller provide an overview of the structure of the program, how the Cs relate to one another, and how to effectively navigate through the CXO engagement process to enable an effective CXO meeting.

Fail to prepare and prepare to fail! Neil Miller covers the critical campaign segment of the 6Cs explaining the importance of research, identifying potential client capability gaps to meet their targets, along with the importance of well planned meeting objectives and a mutually agreed agenda

The effectiveness of the CXO meeting depends on building a great connection with the CXO, so listen to Karen Laidler explain the importance of the ice breaker, a tailored personal introduction and a distinctive corporate elevator pitch to stand out from the crowd.

An important component of the Connect 6Cs is the icebreaker. Hear from Karen Laidler why this is important along with some suggestions on how to make this stand out – for the right reasons.

An important component of the Connect 6Cs is personal introductions. Ed Bradshaw explains why this is important with some suggestions on how to make a strong favourable impression.

Context is all about understanding the big challenges facing the CXO / business and the importance of using the research undertaken to position you for the right conversation

An important component of the Context 6Cs is setting a clear and mutually agreed objective. Ed Bradshaw explains why this is important and the importance of distinguishing a meeting agenda from the objectives.

The heart of the CXO meeting is the capability discussion. Neil Miller explains the importance of the 2-way dialogue through probing questions, the need to summarise and ultimately to match your capabilities to the capability gaps of the client – whilst identifying clear value and metric impacts relevant to the CXO.

Credentials are at the heart of effective storytelling. Listen to Karen Laidler explain the importance of relevant stories that summarise the personal value that you have generated over time while connecting these examples to the pain points of the CXO.

An effective CXO meeting requires clear mutually agreed actions. Neil Miller discusses the importance of a meeting summary, or summaries, combined with the importance of checking in with the CXO and validating their perspective on the value discussion and clear mutually agreed next steps.

Listen to Este who provides an overview on Linked In with top tips and techniques on how best to build your connections with CXO contacts – and maximise the chances they click “yes” and not “decline”.

Once you have connected with a CXO then the next step is to nurture the connection and begin to build a dialogue – listen to Este with top tips and techniques on how to do this effectively without stalking …..

Role play examples demonstrating in practice both the bad and the good approaches to bringing value to the CXO using the 6Cs methodology.

Suggestions on how to effectively coach your teams on the 6Cs.