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The ´PAP+SPTD´-Model - A rapid, efficient tool for initial project definition – and, also a useful tool that works as an initial check-list and as an instant project assessment tool. How do we establish a rapid, mutual adjustment of expectations ? - The ´PAP+SPTD´-Model is developed by HyperSynectics for sales purposes, to establish a rapid, mutual adjustment of expectations, and used in the initial phases of customer engagement. The model is used simply to find out whether the supplier can help the client, whether the client should be referred to an associate, or it is a task beyond the scope of business for the supplier. And, also to minimize mutual waste of time, for the unfortunate occasions where expectations don´t match – whether this might be due to level of ambition, economy, or other reasons.
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P. 1/2 - 22-01-2013/DS
@Copyright HyperSynectics.com - 2013
The ´PAP+SPTD´- Model
- A useful tool for Customer Intake, Initial
Project definition & Sales Lead Qualification
How do we get started - quickly and efficiently ?
The ´PAP+SPTD´-Model - A rapid, efficient tool for initial project definition – and, also a
useful tool that works as an initial check-list and as an instant project assessment tool.
How do we establish a rapid, mutual adjustment of expectations ?
During the initial very first talks between supplier and client, it is of outmost importance –
very quickly – to establish a rapid, mutual adjustment of expectations.
Simply to find out whether the supplier can help the client, whether the client should be
referred to an associate, or it is a task beyond the scope of business for the supplier.
But, also to minimize mutual waste of time, for the unfortunate occasions where
expectations don´t match – whether this might be due to level of ambition, economy, or
other.
P. 2/2 - 22-01-2013/DS
@Copyright HyperSynectics.com - 2013
The ´PAP+SPTD´-Model - Overview
- The quick and useful tool for initial project definition
– The initial check-list for instant project assessment &
Sales Lead Qualification
PURPOSE -- What is the objective and the overall purpose of
the task to be done ? - What is the problem to be solved ?
- What is the clients needs vs. wants ?
AMBITION -- What is the level of ambition ?
– or, what is the desired/required level of quality ?
- low / medium / high / super-high ?
PRICE -- What is the budget frame ? - Minimum/Maximum ?
– or, how much will/can be invested in the task ?
PAP + SPTD
SUCCESS -- What are the criteria for success for the task to be done ?
- or, what will be the successful outcome after the
task has been completed ?
PITFALLS -- What are the obvious pitfalls for a successful completion of the task ?
- or, which evident obstacles can be foreseen to be present during
the duration of the project ?
TIME -- What is the expected timeframe available
- What is the urgency of the job to be done, related to the clients needs?
- or, are there any critical deadlines during the project ?
- any short/medium/long term considerations ?
DECISION -- Who is the real decision maker ? - formally/informally ?
- Is the buying process re-delegated to others ? - is it multi-phased ?
- Will the final decision be taken by one person, or by a group/board ?
