1. Define team products and services that can provide unique value advantages.
1. Pick one of the above for now. Do the others after you have a template.
2. Hopefully you picked one that has some current demand.
3. For this example we will select a new service with the code name  "Money Tree", MT for short.
2. Define the market size for MT in as many ways as possible:
1. Current
2. Geographically
3. Growth potential
4. Competition
3. Identify the target customer profiles for MT:
1. Large International
2. Dow Jones Sustainability Index
3. OSHA VVP
4. Top 3 companies in each industrial classification
5. Small mom and Pop shops
4. Identify the best level at the target customers to get sponsorship. (work with Trading Company (TC) on this step)
5. Define how we can protect our market and intellectual property for MT:
1. Patents
2. Confidential agreements
3. Compiled of cryptic code
4. First mover
6. Define how you will position by marketing to the target sponsors to get inquires (work with TC on this step):
1. Internet
2. Mail
3. Chat rooms
4. Referral
7. Define how you will sell (work with TC on this step):
1. Personal visits
2. Phone calls
3. Conference presentations
8. Select the sales or partnership technique as appropriate (best practice) for this service or product:
1. SPIN Selling  for large projects.   (suggest using the fieldbook or training CD).  This is the technique that Team 90 recommends for Source Projects.  Team 90 provides additional SPIN Selling online resources.
2. Bid a lot and pray
3. Selling Solutions (Note:Customers who bought this book also bought)
4. Consultive Selling or Competing on Value
5. IBS or Vendor to Business Resource by Jerry Stapleton
6. Service, Service, Service
7. Customer Retention and Customer Winback
8. Customer Relationship Management
9. Value Added Selling Techniques
10. Question Based Selling by Thomas A. Freese
9. Train all who are in contact with clients in the sales technique selected (work with TC on this step):
1. Set expectations
2. Set measurement
3. Require 100% compliance for staff
10. Train all who are in project management in the technique selected (work with TC on this step):
1. Set expectations
2. Set measurement
3. Require 100% compliance for staff
11. Train all who are in product production & delivery in the technique selected:
1. Set expectations
2. Set measurement
3. Require 100% compliance for staff
12. Set up feed forward, feedback and lessons learned processes:
1. Set expectations
2. Set measurement
3. Require 100% compliance for staff
13. Set up the communication system for all those involved in MT:
1. Communication between marketing, sales, project management, leader, mentors, advocates and worker bees.
2. Require 100% compliance for staff

14. Set up the operation & delivery system for MT:
1. Communication between marketing, sales, project management, leader, mentors, advocates and worker bees.
2. Do some test runs and tune system.
3. Demonstrate 100% compliance with system requirements then go to 10.
15. Put real work thru the new system.
16. Get documented feedback on every step.
17. Publish value data every month on a rolling 12 month basis.  (work with Accounting on this step):
1. Value identified
2. Value sold
3. Value delivered
4. Value opportunities missed
18. Go back and tune system ... and then
19. Go to 1a.  above*

* It may be helpful for the 2nd time thru the process to have a facilitator(s) and a all day meeting off site.

Possible facilitators could be from another CleanAir team or from outside service.  Someone who wrote the sales or partnership technique book you selected could bean ideal candidate.

December 5, 2005