WEBVTT 00:00:10.319 --> 00:00:15.052 Okay, we've broken the POINT model down and taken a look at each of the pieces. 00:00:15.362 --> 00:00:17.774 Now, let's take a look at how we can 00:00:17.799 --> 00:00:22.007 put it all together to inspire, inform, and influence people. 00:00:22.157 --> 00:00:24.398 Keep in mind while you're watching this 00:00:24.399 --> 00:00:29.146 that this concept isn't a series of steps we just work through one after the other. 00:00:29.646 --> 00:00:33.374 Probably the best way to think of it is as a tool kit - 00:00:33.399 --> 00:00:37.190 we can reach into the bag and pull out the tool we need, when we need it. 00:00:37.269 --> 00:00:40.733 Alright. Enough said. Let's see how it all goes together. 00:00:40.758 --> 00:00:41.917 Hey, guys. You got a minute? 00:00:41.942 --> 00:00:43.952 Ah, we're kind of swamped, but what do you need? 00:00:43.977 --> 00:00:47.047 Well, I need your help. Okay... 00:00:47.182 --> 00:00:48.260 I just got a call. 00:00:48.285 --> 00:00:52.674 We have to get 750 of these shipped out the door by day after tomorrow. 00:00:52.699 --> 00:00:54.267 Seriously? 00:00:55.130 --> 00:00:58.691 I wasn't really surprised by their reaction. I mean, I knew going in they were busy. 00:00:58.716 --> 00:01:02.464 And I knew that I had to be prepared if I was going to get their cooperation. 00:01:02.489 --> 00:01:05.550 So I took the time to make sure I was clear on my objectives... 00:01:05.575 --> 00:01:08.894 Think through the kinds of questions and concerns they were going to have... 00:01:08.919 --> 00:01:11.865 And I even printed out a couple flowcharts and a checklist I could use 00:01:11.890 --> 00:01:14.605 to help them understand what needed to happen and why. 00:01:14.697 --> 00:01:16.610 Look, let me start over. 00:01:16.840 --> 00:01:20.690 I know you guys are swamped and I wouldn't interrupt if it wasn't important. 00:01:20.715 --> 00:01:23.336 I've put together some things that I think will help us get through this quickly. 00:01:23.361 --> 00:01:24.614 We're listening. 00:01:24.710 --> 00:01:28.658 A couple things, first. You need to know why this is so important. 00:01:29.099 --> 00:01:30.758 One, these kits need to be in customers hands 00:01:30.759 --> 00:01:33.599 so they have a chance to look at them before their trade show. 00:01:33.615 --> 00:01:35.232 Yup, that makes sense. 00:01:35.257 --> 00:01:37.197 And, if we can get these out the door on schedule - 00:01:37.222 --> 00:01:40.038 we'll be able to ship three-day - and that will save us a boatload. 00:01:40.063 --> 00:01:41.275 I have to tell you, 00:01:41.300 --> 00:01:44.204 I appreciated the way that he took the time to explain to us 00:01:44.229 --> 00:01:45.991 why he was asking for our help. 00:01:46.055 --> 00:01:49.104 I mean, most of the time, people just come in here and dump on us... 00:01:49.129 --> 00:01:53.394 At least the way Neal approached it, made me a little more willing to want to help him. 00:01:53.419 --> 00:01:57.281 So, what I'd like to do is take ten minutes and walk through this with you. 00:01:57.328 --> 00:02:00.901 The goal is to make sure we all know what needs to happen, in what order, 00:02:00.926 --> 00:02:02.844 and who's going to be responsible. Okay? 00:02:02.869 --> 00:02:05.709 Well, actually, we don't have ten minutes right now. 00:02:05.734 --> 00:02:08.967 See all this stuff? That all got to be ready to go by 3. 00:02:08.992 --> 00:02:11.069 Not a problem. I'll make it quick. 00:02:11.070 --> 00:02:14.078 A minute to go through the flow chart and a couple of minutes to 00:02:14.079 --> 00:02:16.947 walk through this checklist. 5 minutes, max. 00:02:16.972 --> 00:02:17.916 Meter's running. 00:02:17.941 --> 00:02:20.063 I've got to hand it to him. Most of the time, 00:02:20.088 --> 00:02:23.453 I intimidate the heck out of people with the "that stacks got to be out by 3" routine. 00:02:23.478 --> 00:02:26.487 Not that it isn't true, but with Neal, hey, 00:02:26.582 --> 00:02:29.075 he'd done his homework, you know. He was ready. 00:02:29.245 --> 00:02:33.832 Okay, so that's the plan. What do you think? Any questions? Concerns? 00:02:33.983 --> 00:02:36.065 It's going to be tight, that's for sure. 00:02:36.090 --> 00:02:40.817 I know. But I think we can pull it off. Steve, what about you? 00:02:41.397 --> 00:02:44.835 I don't know. I think there might be some holes in this. 00:02:44.860 --> 00:02:46.428 I need more time to think about this. 00:02:46.453 --> 00:02:50.178 Tell you what, can you do me a favor? Actually, the both of you. 00:02:50.231 --> 00:02:52.875 Just take 30 seconds, look through the list one more time, 00:02:52.900 --> 00:02:55.164 and put a check by the things you've got questions about 00:02:55.189 --> 00:02:56.785 or you need more information on. 00:02:56.810 --> 00:02:59.498 Instead of taking anymore of your time, I'll take those with me 00:02:59.499 --> 00:03:02.423 and see if I can't flesh out those parts of the plan some more. 00:03:02.448 --> 00:03:04.069 Alright. Yeah, I can live with that. 00:03:04.070 --> 00:03:07.783 Great. I'll stop back at say, ah, 4:45 today to review. 00:03:07.808 --> 00:03:10.804 I think they really appreciated the fact that I was prepared, 00:03:10.829 --> 00:03:13.773 that I acknowledged the other priorities they were dealing with, 00:03:13.798 --> 00:03:15.760 and that I could tailor the message in a way that 00:03:15.785 --> 00:03:20.131 helped them understand what needed to happen and why in a minimum amount of time. 00:03:20.372 --> 00:03:22.768 That really helped me get things started off on the right foot. 00:03:22.793 --> 00:03:26.539 Things pretty much just went off without a hitch after that.