Dear Gyuri- You wrote: > Selling. It is out of question, that I have to sell > and can not wait, until > someone will knock on my door. (I already have some > promising prospects, > but let me talk about it, when it becomes concrete). > I'd rather say > persuasion instead of selling... > > What I do is, to identify those clients where there > is a potential need for > changes. > Approach the management with some description, that > is different from what > I translated for the openspaceworld.org homepage. I > will translate it to > English if interested, but would take time. > Those, who are ready for empowerment, etc. > recognize, they can use the OST. > Then comes a discussion about the organization, to > make sure if the OST is > the proper technology and get information about the > issue they are faced. > If the OST is a proper technology (any cat might be > skinned in a nhundrad > ways :), I talk about why it can meet their need, by > telling them the main > milestones of the OST. Here I use their own > problem/example to describe it. > > The benefits they can get: empowerment, involvement > from the staff, reduced > management efforts, improved communication/conflict > resolution, developing > mutual respect, better client relations, etc. > > How much would it worth???? ;-))
Gyuri this is my approach to "selling" OST: #1- I "get in the door"! #2- I enter into a conversation that allows the "boss" to disclose his/her biggest problem(s) #3- I "feedback" the problem so as to establish their understanding that "I understand" their need. #4- I "walk" them through the four "requirements" for me to accept a consulting job, namely: 1. A "real" problem exists 2. The problem is complex and/or conflicted 3. There are many stakeholders affected by the problem 4. Management must truly want an "outcome" If after the "walk through" the boss has agreed to those points I tell him/her that I am the guy to get the "outcome"!! BUT, they must also accept that neither they nor I can pre-determine what that might be. Lastly, I tell them if they are NOT satisfied with what happens they don't have to pay my fee (only expenses)- they always pay my fee. In short, LISTEN to them and give them what they want-AN OUTCOME!! Only at the end to I give the process a name= Open Space Technology. Elwin __________________________________________________ Do You Yahoo!? Yahoo! Auctions - Buy the things you want at great prices! http://auctions.yahoo.com/ * * ========================================================== osl...@listserv.boisestate.edu To subscribe, unsubscribe, change your options, view the archives of osl...@listserv.boisestate.edu Visit: http://listserv.boisestate.edu/archives/oslist.html =========================================================== osl...@egroups.com To subscribe, 1. Visit: http://www.egroups.com/group/oslist 2. Sign up -- provide an email address, and choose a login ID and password 3. Click on "Subscribe" and follow the instructions To unsubscribe, change your options, view the archives of osl...@egroups.com: 1. Visit: http://www.egroups.com/group/oslist 2. Sign in and Proceed