grow your business with bigger deals, bigger customers

anita.grantham@jokake.com | www.thewhalehunters.com1

Grow Your Business with Bigger Deals, Bigger Customers

anita.grantham@jokake.com | www.thewhalehunters.com2

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.com3

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.com4

Whale Hunting Culture

CharacteristicsInuit Culture Your Company

__Brave _________ ________________ ________________ ________________ ________________ ________________ ________________ ________________ ________________ ________________ ________________ ________________ ________________ ________________ ________________ ________________ ________________ ________________ ________________ ________________

anita.grantham@jokake.com | www.thewhalehunters.com5

The Whale Hunters Process™

anita.grantham@jokake.com | www.thewhalehunters.com6

Whale Hunting Roles

•Chief

•Shaman

•Scout

•Harpooner

•SME

“The Boat”

“The Village”

anita.grantham@jokake.com | www.thewhalehunters.com7

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.com8

Scouting– Sample Tools

Today I will illustrate one scouting tool

•Target Filter

anita.grantham@jokake.com | www.thewhalehunters.com9

Target Filter--Sample

Filter Category A: Opportunities C: Opportunities

Revenue > $500M < $150M

Online Marketing Budget > $10M < $1m

Online Sales Volume >50% of sales < 50% of sales

Industry Retail B-to-B

Structure Private Public

Marketing Savvy Strong Marketing Team No Inside Marketing Team

Growth History Aggressive Flat

Quality Product High Quality Reputation No Reputation

Market Gen Y Boomers

Location East Coast Midwest

anita.grantham@jokake.com | www.thewhalehunters.com10

Target Filter

Filter Category A: Opportunities C: Opportunities

Your Target Filter

anita.grantham@jokake.com | www.thewhalehunters.com11

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.com12

Hunting– Sample Tools

Today I will illustrate one hunting tool

•Buyers’ Table

anita.grantham@jokake.com | www.thewhalehunters.com13

Buyers’ Table

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anita.grantham@jokake.com | www.thewhalehunters.com14

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.com15

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.com16

The Trust Cycle™

anita.grantham@jokake.com | www.thewhalehunters.com17

The Whale Hunters Services

•Local Chapters•Open Enrollment Workshops

•October 19th @ Skysong & November 19•Private Workshops•Consulting/Implementation Services•Online Community and Training•Winning RFPs•Deal Coaching•Anita.grantham@jokake.com or info@thewhalehunters.com