Strategic Alliances- An eight step approach strategy

1. Set a clear DER (Desired End Result) then write it out as your Agenda for the meeting, before you go in. 'The person with the agenda runs the meeting.'
2. Consciously set your intent to understand your potential ally, and to be of service to them.

• This will adjust your focus and body language and create congruity for your thoughts, words and actions.
• Congruity has a major role in building trust.

Use your Active Listening skills to build rapport and an ?opportunity picture? ? that is, a clear idea of the challenges they face, and the types of opportunities that provide them with profit.

With this information in mind, modify your BBQ Speech to be in accord with either their challenges or those of their end clients. The example below has been tailored to an SA who is an accountant covering tax compliance and financial planning but not coaching:

• "You know how most small business owners spend far too much time working IN their business and not enough time working ON their business and, as a result, generally under-perform to blazes?" ... (nodding)
• "Well I work with people like that to improve their management and increase their profits substantially!"
• "As a matter of fact you could say, that I create 'tax problems' and 'investment challenges' for my clients. I create a definite need for tax and investment advice. Do you know what I mean?" ... (nodding)
• "Pretty early in our association our clients will ask, 'What do I do with this money?' because it's the first time in their lives they have funds on hand that aren't available, carte blanc, to the 'fat Labrador' and, of course, we're not financial advisors".

Follow, don't lead. Don't point out the opportunities if you can avoid it. Instead, lead them to discover them within your conversation, for themselves. Then cement them in place by asking 'extending questions' ('How do you mean?', 'Can you elaborate on that for me?') so that they begin to sell themselves on the idea.

Seek clarity on how this newly-discovered opportunity could be exploited by asking what steps they envisage in bringing it into being.

Gain commitment on who will do what next and by when. Block derailments by asking what could get in the road of this happening, etc. (The usual Decision questions from your coaching). Be the one to confirm your mutual commitment in writing.

Push the project. Take responsibility for seeing that the project gets off the ground according to your mutually-agreed commitment.

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