The
resources below are free for your use. My only request is that you retain the copyright notice should you recreate or duplicate any of them. Check back periodically, as I will add more tools from
time to time. Simplified Go or No Decision Process. Built around three basic questions, try this approach if you've struggled to get buy-in with a more complicated one (see this article).
Key Opportunity Plan Template. A sales closure planning guide adapted from the Miller & Heiman book Strategic Selling.
Sales Forecast Planner. A tool for projecting your sales based on what's currently in the pipeline. Would be better to convert this to Excel format.
Strategic Needs Questions. Lists some key questions to ask to better understand the client's strategic needs.
Sales Force Survey. This simple questionnaire can be used to help fit seller-doers to their best business development roles.
How Marketers Can Increase Their Value Workbook. Practical steps that marketers can take to enhance the value they deliver to their firms.
Key Proposal Planning Questions. This document lists some key questions to ask the team in planning the content and structure of a proposal.
Client Service Planner. This form is very useful in uncovering service expectations with your client (see "Benchmarking Service Expectations").
Client Service Survey. Jointly developed with PSMJ, I've used this for getting feedback from hundreds of clients over the years (see "Getting Feedback From Clients").
Client Service Self-Assessment. This tool focuses on your personal client service skills, whereas the one above is a firm assessment.
Kickoff Meeting Checklist. Helpful for guiding project kickoff meetings and planning project activities.
Project Closure Checklist. Formal project closure is an overlooked activity in many firms, but can be vitally important down the road. This checklist can help.
Performance-Based Interview Form. A helpful guide for interviewing prospective employees and assessing their fit for your firm and the specific job.
Employee Survey. A good starting point for designing an employee survey, a critical step to understanding how employees really perceive your firm.
Time Tracker. Making more productive use of your time is helped by tracking how you currently spend your time.
Interruption Tracker. Tracking interruptions in your office is a great way to get people to think of the impact of unnecessary interruptions.
