Articulus Consulting Methodologies
We use a variety of tools and methods during consulting engagements. Please contact us to discuss your specific needs.
Discovering the Message™
You know what to say. It is in your head somewhere. It is the materials and artifacts in your organization. Discovering the Message is a well defined process we use to pull out the right information and assemble it into a message that will resonate with the target audience. This step-by-step approach will create a message that is compelling, portable, interesting, memorable, and specific to your situation. An Articulus Master Certified Instructor will facilitate a session with 3-7 people with the result being a well defined message. We apply the latest research on the brain and the way people make decisions to create a message that will work for you.
High Stakes Presentation Checklist™
“High Stakes” means different things to different companies. For one company a $50,000 sale is “high stakes” while for another $5B is “high stakes.” In working with this variety, we have developed a detailed checklist, that if followed, dramatically increases the success of your presentation. Our clients tell us, “We can lose the entire opportunity based on poor performance at this presentation.” We work to mitigate all risks. We make sure our customers rehearse correctly. We make sure the message is about the customer, not them. In short, we make sure they are remarkably well prepared for the “High Stakes Presentation.”
Agile Presentation Development™
Agile is used as a modern software development methodology. It allows companies to release software every 2 weeks rather than every 6-12 months. We apply the Agile principles in the development of presentations. The highly iterative approach reduces preparation time and increase the quality of the message, materials, and delivery.
Pursuit Advocacy Matrix™
Large, complex sales involve a variety of people, messages, and processes that sometimes can last 2-12 months. We help organizations manage message development and delivery throughout a complex sales cycle culminating in the final presentation. In doing so, we have developed the Pursuit Advocacy Matrix™ so sales teams understand how to build a great message during the life of an opportunity. The matrix has two dimensions:
- Time – Advocacy changes during the life of a pursuit/opportunity. For one example, consider differentiation. Your differentiators and how you use them will change as the competitors change and the decision nears.
- Activity – What types of activities do you need to be focused on? We advise focus on Message, Media, and Delivery and how these change throughout the life of an opportunity.