Just to clarify the relationship between MAP and OAR. When I meet my direct contact I will, of course, use MAP to prepare our encounter. I’ll use O.A.R. as a part of that preparation – it’s a part of my plan. As I think through how I am going to approach the...
A few notes now on the three components of O.A.R. When thinking about “Our challenge”, I find it helpful to imagine an ‘objectives stack’. Every objective has another behind it, and I call this the ‘N+1’ objective. For example, if my objective is to find the cause of...
That is the situation shown here. I have direct access to other engineers in a company, but not to the Decision Makers. So how do I get my message down the chain? And how do I ensure that it is not diluted on the way?
This example is different again. It shows the situation described in System Selling and Challenger Selling methodologies. I am talking directly to my customer this time, but I’m really interested in their customer. When I say it this way, you might think that I am...
