TRUST Early Adopter Sponsor Program

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TRUST Early Adopter Sponsor Program
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What is an Early Adopter Program?

• Pre-launch program designed to integrate a new
  solution into existing systems
• Driven by a small group of people internally who
  test the new solution with a subset of clients
  and targets
• Various different approaches tested, including
  different ways of selecting clients,
  communicating the process to clients, execution
  and follow up
• Throughout the Early Adopter Program, feedback is
  sought from clients approached to be a part of
  the Program.

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Objectives of an Early Adopter Program

• A design test bed
• An offering designed to hit the bulls eye
• A successful delivery to build experience
• Sell additional services
• Solid references of early adopters

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Early Adopter Team why you are selected

• Embrace technology
• A champion for best practices
• A recognized change agent
• Strong relational skills with client base

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What is an Early Adopter Sponsor?

• Member of our firm who is selected to form part
  of the Early Adopter Program Team
• Important role in implementing Early Adopter
  Program
• Ongoing role in extending TRUST solution across
  the firm after the Early Adopter Program

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Whats in it for the Early Adopter Sponsor?

• Opportunity to play a key role in the
  implementation of an important project
• Direct client involvement to gather feedback
• Opportunity to shape the project based on
  feedback all ideas are good ideas

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What is TRUST?

• TRUST is an online relationship development
  assessment solution that clients and prospects
  complete without the need for direct partner
  involvement
• It discovers what clients and potential clients
  want
• TRUST creates a client service plan in Word with
  an executive summary and supporting details

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Our objectives with TRUST

• To provide a system where non-marketing partners
  can be successful
• To easily cross-sell services (without partner
  blocking tactics)
• To expand services to existing clients
• To protect the firm from losing clients by
  understanding their unmet needs
• To differentiate the firm with clients and
  prospects
• To close more business

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TRUST

• The TRUST Client Service Plan

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Whats in it for the early adopter
clients/prospects?

• Opportunity to take a proactive review of their
  financial and business affairs
• Opportunity to help us build a process that
  ensures that we fully serve clients needs
• Thought-provoking exercise that will be valuable
  in and of itself
• Free meeting with us bundled in to the process
  (valued at 600) where we provide an analysis of
  responses that acts as a framework to address
  clients needs
• They discover key areas where great gains might
  be possible (or indeed where significant
  downsides can be avoided)

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Selecting Client/Prospect Early Adopters -
Principles

• Pick clients who know you or know of you
• Pick early adopters prospects/clients who are
  either innovators or early adopters
• Early adopters are best when they are most like
  you (socio-economic, age, sex, religion)
• Differ the offering for different targets or
  target groups the way its packaged, executed,
  communicated, etc.
• Communicate respective roles yours and theirs
• Create emotional investment by positioning early
  adopter as in the program and describing their
  role (create a vision of a partnership)

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Selecting Client/Prospect Early Adopters -
Principles

• Build it with them
• Select a focused set of specific
  prospects/clients
• Think about building next wave (select
  prospects/clients who are leaders and can
  actively refer us to next wave)
• Tightly target early adopters (specific
  industries, profiles, etc.)
• Select a few (not too many) target groups
  (example doctors, dentists, architects)
• Select 1 to 3 early adopters in each group

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Early Adopter Parameters

• Selection
• Industries
• Business/Individual
• Size
• Clients/Prospects/Referral Sources
• Program Execution
• Variety, variety, variety
• Vary the way you communicate
• Vary the way you deliver the steps
• Vary the message
• The objective is to complete the Early Adopter
  Program with a thorough understanding of the most
  efficient and effective way to roll TRUST out to
  the market

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The Early Adopters Role - Feedback

• On the communications
• On the entire process
• On the questions
• On the client service plan
• On the client meeting
• Suggestions for improvement
• Proactive references to others who will benefit
• Communicate their role before the process starts

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Early Adopter Program Process Steps

• Select a Program Manager - today
• Work through TRUST Adoption Methodology Guide
  (all members of EAPT to have a copy it is the
  process map for implementation)
• Select and modify TRUST assessment templates XX
  date
• Identification of 2 3 clients / prospects per
  sponsor XX date
• Contact clients and position TRUST using Early
  Adopter Marketing and Sales Toolkit provided
  get them emotionally invested
• Must have follow-up meetings set BEFORE clients
  complete TRUST assessments XX date
• Document feedback following client meetings XX
  date
• Report back experiences to Early Adopter Program
  Manager