PRIMARY GOAL WHEN ENGAGING A CLIENT:
¥ 
Earn
their trust.
Earn
their trust.¥ Impress
upon them that we are highly skilled and knowledgeable.
Impress
upon them that we are highly skilled and knowledgeable.¥ Determine
what they really need- not just what they want.
Determine
what they really need- not just what they want.¥ Understand
their objective (Compliance testing, violationÉ)
Understand
their objective (Compliance testing, violationÉ)¥ Let them
know we can support their effort and handle the challenge
Let them
know we can support their effort and handle the challenge¥ Understand
their business
Understand
their business¥ Try to
discover who the power person is that makes the purchasing decision.
Try to
discover who the power person is that makes the purchasing decision.¥ Determine
whether or not we can be their solution.
Determine
whether or not we can be their solution.¥ Convey
CAEÕs image of quality vs. price.
Convey
CAEÕs image of quality vs. price.¥ Assess
the opportunity presented.
Assess
the opportunity presented.¥ What
will it take to get them to their goal?
What
will it take to get them to their goal?¥ Get
their problem solved in an efficient manner.
Get
their problem solved in an efficient manner.CAEÕs Value Delivery System
Exhibit II
Employee Comments
from Survey