PSAM General Information

Strategy

As a DORIS sales person it is your job to determine if a prospect is a good fit for a PSAM to be conducted. Things to look for include: 

• Do they care enough about this problem to take action

• Do they have a budget to engage DORIS

• Do you have access to the decision makers

• Is there some value alignment with the work we do at DORIS

If your prospect is a good fit for a PSAM, work directly with the DORIS Operations Manager to help find dates when an operations person can support you in the PSAM. Offer those dates to the client only after you have secured them (and dates are held on the calendar) from the DORIS Operations Manager.

Below are commonly asked questions regarding a PSAM. You can also find a prospect-friendly version of these FAQs at this link.

What does PSAM stand for?

Pre Sales Alignment Meeting. However, to the client we simply call this an Alignment Meeting. It is also step one in our research process. 

What is an Alignment Meeting?

An alignment meeting is a collaborative session for organizational leaders to discuss the boundaries of a specific problem space. It focuses on understanding the problem, rather than generating solutions, ensuring that all voices are heard.

Why are Alignment Meetings Important?

Alignment meetings allow leaders to contribute equally, gaining diverse perspectives on a problem. An unbiased facilitator documents the discussion and ensures that all thoughts are captured for future reference.

What is the Goal of an Alignment Meeting?

The goal is to align leaders on the information needed to move forward with implementing solutions to their human ecology challenges and to determine if DORIS is a partner that can support in solving these challenges.

When is the Best Time to Conduct an Alignment Meeting?

The best time is when a significant decision requiring capital investment is looming (e.g new or renovated workplace), a big change has recently occurred (e.g. new leadership, merge or acquisition) or when leaders recognize that change is needed, but cannot agree on a clear path forward (e.g. retention issues, unhealthy organizational culture).

What is the Cost of Conducting an Alignment Meeting?

The value of an Alignment Meeting is $2,500, however, DORIS does not charge organizations for this first step. The cost to your organization is 90 minutes of your leadership team's time. 

Who Attends an Alignment Meeting?

Key leadership team members who have a stake in the problem space.

What Happens During an Alignment Meeting?

DORIS operations Project Strategist facilitates a conversation in which leaders outline their problem/opportunity in its current state. DORIS helps leaders discuss what they know and what they need to learn about the problem. Leaders identify what a successful future state looks like and DORIS helps bridge the gap between these two states.

What Do I Get After an Alignment Meeting?

DORIS synthesizes the data collected in the meeting and presents a report to the key decision-makers to review findings. A roadmap and suggested scope of work will be provided by DORIS on how to address these challenges. After this meeting, DORIS will follow-up with a digital copy. The DORIS sales team member is required to set this follow up meeting either when they schedule the PSAM or before leaving the PSAM meeting. 

How Should Leaders Use the Results from an Alignment Meeting?

Use the findings to decide on the best path forward for gathering information to address your problem.

What Does My Team Need to Prepare for an Alignment Meeting?

Your team needs only a willingness to share thoughts related to the problem space.

Where Are Alignment Meetings Conducted?

Meetings can be held in person at your location or virtually on your preferred platform (e.g., Teams, Zoom).

How Long Does an Alignment Meeting Last?

An alignment meeting typically lasts 90 minutes.