Researchers: Preparing to Establish a Working Relationship With A Prospective Client

1
Researchers Preparing to Establish a Working
Relationship With A Prospective Client

• Ronald Woo, Technical Consultant
• NMLP Consulting Services
• Liberty Mutual Group

2
Relationships

• Industry/Client

Researcher
Intermediary / Champion
3
Intermediarys Roles Responsibilities

• Understand the prospective clients needs and
  culture
• Understand the researchers goals and objectives
• Do we have a match?

4
Intermediarys Roles Responsibilities (contd)

• Preparing the prospective client to buy
• Sell to get the researcher an audience
• Understanding of the extent of the commitment
• Understanding the researchers expectations

5
Intermediarys Roles Responsibilities (contd)

• Preparing the researcher to sell
• Prospective clients industry and business
• Culture
• Needs
• Hot buttons
• Key players

6
Intermediarys Roles Responsibilities (contd)

• Preparing the researcher to sell
• Potential speed bumps and sales killers
• Proposed timeline
• Whats in it for me?

7
Researchers Responsibilities

• Know the industry
• Culture
• Concerns
• Is there a match (from the industrys
  perspective)?

8
Researchers Responsibilities

• Know the prospective client
• Culture
• Needs
• Hot buttons
• Key contacts

9
Researchers Responsibilities

• Know the prospective client
• Consider potential limitations
• Flexibility
• Have deliverables
• Sell

10
The Unspoken Question That Must Be Addressed

• Whats in it for me?
• Industry
• Client Company
• Contact