What is one key to successful goal setting, opportunity identification and the development of effective gatekeeper strategies? We would offer that one of the keys is "write it down".

What do we mean? Let's look at an example. What is it that makes goal setting so powerful? Although there are many factors, such as making sure your goals are specific, realistic and quantifiable.  In order for a goal to be achieved it has to be remembered. Part of the magic is writing down the goals you set so you can consistently refer back to them and checkpoint your progress.

The same holds true for opportunity identification and the development of gatekeeper strategies. For instance, many times we qualify accounts instinctively or intuitively. The IMPAX Target Account Selection Worksheet is a tool that many of you use to truly assess the status and potential of an opportunity. Writing out the answers on that worksheet can help us determine where to best focus our efforts. The same holds true for gatekeeper strategies. Successfully completing a Ben Franklin analysis on a gatekeeper situation dramatically enhances our ability to successfully impact that situation.