In development · FDE Business Track, course 5 of 5

Champion Conversations

The customer presents your numbers in a room you are not in.

4
lessons
1
module
Alpha
in development
Coming SoonSee the courses you can start todayCourse content

This course is still being written. 4 lessons are drafted so far. The outline below is what it covers. You cannot buy it yet, and nothing on this page opens it.

Learning objectives

What you will be able to do

  • Build the work with the champion rather than presenting a finished version to them.
  • Invite the attack early, so the weak line is found by your side first.
  • Hand over ownership, so the case still stands if the champion changes jobs.

What you leave with

Why choose this course?

  1. Work the champion co-built

    The champion can defend every number in it, because they watched it get built.

  2. The objections, in advance

    You run the attack yourself, in the room, while there is still time to fix what it finds.

  3. A graded handover

    You build the handover package, and the lab checks that it still holds up with the champion's own name taken off it.

Course content

Learning roadmap

4 lessons · 1 module

This is the outline as it stands today. Lessons get added and moved while a course is being written, so it will change.

  1. FDE Business Track 5. The Conversations4 lessons

    What a sponsor actually needs is fewer things to defend, not more backup. So you build the model in front of her instead of emailing it. You ask her which lines she would rather not defend, and you price every concession before the conversation. Then comes the handover, including the version where she leaves in six weeks and the renewal is in five months.

    • The Meeting You Are Not In
    • Build It in Front of Her
    • Ask Her to Attack It
    • When the Champion Leaves

From inside the course

Lesson 1 · The Meeting You Are Not Inworked example

What the problem costs. Handling network incidents, changes, and audit preparation the way we do today costs about $288,000 a year in staff time, and every number behind that came out of our own systems.

What the fix costs. Over five years the platform costs $291,100 less than carrying on as we are, and it would still break even if it removed only 40 percent of the problem instead of the 60 percent we expect.

What it returns. Over five years that is a 31 percent return with a payback of 23 months, and the benefit is a contract we retire and a requisition we do not fill.

What it delivered. We said 60 percent and delivered 57.3, which is short by about $7,700 a year. The number we needed to clear was 40 percent. Six branches are not onboarded and that is where the rest of it is.

This is the whole package the customer's champion takes into the meeting you are not in. It is four sentences, and each one gives a number and says where it came from or what it is measured against.

Coming Soon

This course is not available yet. Browse the catalog for courses you can start today, including the free courses available with an account.

See the catalogTry the free lessons

Same track

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  • The Outcome TrackerComing Soon

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