anita grantham jokake com www thewhalehunters com Grow

anita. grantham@jokake. com | www. thewhalehunters. com Grow Your Business with Bigger Deals, Bigger Customers

Background • A little about me • The Whale Hunters Story • Why Hunt Whales? • Key Concepts for Today • Whale Hunting Culture • The Whale Hunters Process™ • Whale Hunting Roles anita. grantham@jokake. com | www. thewhalehunters. com

Modern Lessons from Ancient Wisdom • Repurpose existing resources • Allocate resources sensibly • Fish along the way to feed the village • Engage everyone in business development • Learn to harvest what you land • Celebrate the whale anita. grantham@jokake. com | www. thewhalehunters. com

Whale Hunting Culture Characteristics Inuit Culture __Brave ________________ ________________ ________________ Your Company ________________ ________________ ________________ anita. grantham@jokake. com | www. thewhalehunters. com

The Whale Hunters Process™ anita. grantham@jokake. com | www. thewhalehunters. com

Whale Hunting Roles • Chief • Shaman • Scout • Harpooner • SME “The Village” anita. grantham@jokake. com | www. thewhalehunters. com “The Boat”

Scout: Know, Seek, Harpoon The process of scouting includes • defining your message to market • creating a target filter • making a whale chart of companies that fit your target filter • creating dossiers on some of the whale chart companies • defining “whale signs” (readiness to buy) • watching key whales for signs of readiness • making an initial contact with one or more whales on your chart anita. grantham@jokake. com | www. thewhalehunters. com

Scouting– Sample Tools Today I will illustrate one scouting tool • Target Filter anita. grantham@jokake. com | www. thewhalehunters. com

Target Filter--Sample Filter Category A: Opportunities C: Opportunities Revenue > $500 M < $150 M Online Marketing Budget > $10 M < $1 m >50% of sales < 50% of sales Industry Retail B-to-B Structure Private Public Strong Marketing Team No Inside Marketing Team Growth History Aggressive Flat Quality Product High Quality Reputation No Reputation Gen Y Boomers Online Sales Volume Marketing Savvy Market East Coast Midwest Location anita. grantham@jokake. com | www. thewhalehunters. com

Target Filter Your Target Filter Category A: Opportunities anita. grantham@jokake. com | www. thewhalehunters. com C: Opportunities

Hunt: Ride, Capture, Sew The Hunting Process includes • Defining your process steps, metrics, and time frames • Determining what to discover and what to disclose at each step • Deciding whether to launch a boat • Locating members of the Buyers’ Table • Understanding and alleviating Whale Fears • Engaging your Subject Matter Experts • Making the presentation(s) • Closing the deal • Negotiating the Contract anita. grantham@jokake. com | www. thewhalehunters. com

Hunting– Sample Tools Today I will illustrate one hunting tool • Buyers’ Table anita. grantham@jokake. com | www. thewhalehunters. com

Buyers’ Table ___________________ ___________________ ___________________ ___________________ ___________________ anita. grantham@jokake. com | www. thewhalehunters. com

Harvest– Beach, Honor, Celebrate The Harvesting Process includes • Bringing your new whale onboard smoothly • Completing handoff from sales to operations • Managing trust with your whale throughout the organization • Celebrating the whale • Learning from the whale hunt • Preparing to sell new business to the whale anita. grantham@jokake. com | www. thewhalehunters. com

Harvest– Beach, Honor, Celebrate Today I am going to share one tool from the Harvest Process • The Cycle of Trust anita. grantham@jokake. com | www. thewhalehunters. com

The Trust Cycle™ anita. grantham@jokake. com | www. thewhalehunters. com

The Whale Hunters Services • Local Chapters • Open Enrollment Workshops • October 19 th @ Skysong & November 19 • Private Workshops • Consulting/Implementation Services • Online Community and Training • Winning RFPs • Deal Coaching • Anita. grantham@jokake. com or info@thewhalehunters. com anita. grantham@jokake. com | www. thewhalehunters. com 17