Wednesday, February 29, 2012

Live from FEI EMEA: 2012 Challenge, Part 2: "How do you create buy-in?"

The Grand Challenge 2012 had already been started on the conference day before. During the breaks as well as overnight several teams had prepared a booklet about their proposals to answer the question: “How do you create buy-in?”
Out of 4 preselected teams the winning team was identified in today’s follow-up session within 4 rounds, involving a jury as well as the audience for voting.

In Round # 1 the opening arguments were presented by each team one after another within 4 minutes.
Team 1 presented:
Tailor an offer by pulling the right things together to convince your audience!

The team chose the model of a bar tender to stress the need for flexibility to tailor an offer to the stakeholder group, which consists e.g. of top management, customers as well as own employees.
First there is a need to gather data to understand potential opportunities. Later to create stories and to apply emotional connection as well as to use an elevator pitch as part of a modular system becomes important.

Team 2 presented:
Relationship and emotions is the core of what we are doing!

Therefore you need to build up relationships with your customers and also e.g. with your brand, which implies e.g. emotion and honesty; 70 % of relationships are made by emotions.
Team 3 presented:
Creating a network ensures the best growth opportunity!
It helps to create awareness, to build agreement and to move into action
Only a network makes buy-in sustainable and you can use others for multiplying your own idea.
Team 4 presented:
You need the right Elevator Pitch!
Close your eyes, imagine an elevator pitch to be like an appetizer for an excellent meal.
It describes the value so that you are eager to learn more about it. Ideally it suits to get buy-in from everybody - anytime, anywhere with anyone. It helps to create awareness and learn from each other.
As a deliverable this group created a solution consisting out of 4 building blocks that can be taught easily. This tool can be used like a Swiss knife to take it with you inside of your pocket.

In Round # 2 there was 15 min open rebuttal, the audience could chose my moving around which team to support. This was followed by a judgment by the jury.

In Round # 3 the teams had the task to fulfill to present essential takeaways within 2 minutes each, followed by another judgment of the audience and the jury members.

In Round #4 there have been final closing remarks after discussing with their audience fan community presented by each team.

Up to this point of time the final result was still not clear. Finally, Team 2 “Relationship” made the race and became winner with a score of 104 points, closely followed by Team 1 with 98, Team 4 with 88 and Team 3 with 81 points. Our congratulations to all Teams, especially the winners from Team “Relationship”!!!!

About the Author:

Frauke Lohr is running her own consulting business named Comsciencia, targeting customers from industry, academia as well as politics with special focus on innovation topics. She is currently attending the 6th annual
Front End of Innovation EMEA in Z├╝rich, Switzerland on February 27-29, 2012, and covering the event live via the FEI Blog and Twitter.

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