Conducting a PSAM

Purpose

Convene the entire decision-making leadership group to understand all aspects of their problem space. They are heard and DORIS ensures that the research is the correct next step.

Responsible Party

Market Principal and Operations Team Member (Lead Project Strategist)

Interdependencies

PSAM has to be identified as the appropriate next step with the prospective client.

Directions

Example:

1. The Sales Lead meets with the VP of Operations to identify who on the Ops Team is available to facilitate the Alignment Meeting.
2. The Sales Lead communicates with the client to find a time when the client leaders and DORIS representatives are available. 
   • Duration: 90 minutes
   • Location: In-person at the client site is preferred
   • Attendees: Client leadership team including final decision-maker, DORIS Sales Lead, DORIS Ops Rep (to facilitate)
3. The Sales Lead invites all attendees to the meeting or asks the client to invite both DORIS attendees to the meeting.
4. The Sales Lead updates the Ops Manager once the meeting is confirmed
   

Resources

PSAM Agenda Template

Headers