Continuing with the theme of qualification, another event in the cycle that can help us assess a situation is a meeting with the decision maker. In this step of the IMPAX Process, we leverage our research to identify and book a meeting with the person able to buy our value. Once we secure this opportunity, it's critical we make the most of it (which is why we deliver a truly customer-focused T-U-F-A presentation).

Here are some keys to maximizing your time together:


Prepare a compelling business fit. Combine your research and capabilities to create, prepare and deliver a business fit that inspires the DM to take further action.
Deliver a clear and concise closing question. After you review your suggested action steps, transition to the business discussion with an effective question such as, "These are our suggestions. How would you like to proceed"?
Once you've asked the question, let the decision maker answer. Allow them time to react to your question without interrupting them. Their answer is another significant factor in your qualification.  
Drive the roundtable discussion. Simply getting to the roundtable isn't enough - now, it's up to you to drive it to an effective conclusion. Engage the group in the discussion by asking questions, leveraging your teammates and coaches, gaining clarification, etc.
Get specifics. For every action item, determine who is responsible and define appropriate success criteria.
Summarize the plan. Once the appropriate action steps have been identified and agreed-to, recap each of the action steps and details. Ask the group if all are in agreement, and whether anything else should be added to the list.
Schedule your next meeting. Wrap things up by asking the decision maker for a date to reconvene, so you can update the group on actions taken and the corresponding results.


At this point, if you have had a productive discussion, developed appropriate action steps and the decision maker agrees to the follow up meeting, you know your opportunity is well-qualified.