Inline Plastics Playbook v2 JUL-21

Relationship Machine that produces Opportunities

The important thing to realize is that this is a Relationship Machine. It manufactures stronger relationships. A by-product of these relationships are “Opportunities”. “Opportunities” manifest themselves in:

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• Request for Information (RFI) • Request for Proposal (RFP) • Request for Quote (RFQ) OPPORTUNITIES: RFI * RFP * RFQ

LEADS

S A L E S P L AY B O O K

QUALFIED LEADS

The machine and the system works – but we need to do the work! Remember that it also takes time – 9-12 quality touches before someone even knows we exist! Since our business rises or falls based on Quality and Quantity of our relationships, we truly are in the business of “Relationship development.” We have to measure and track these things on a daily, weekly basis as it is a critically important company key performance indicator (KPI). 1) # new relationships Opened 2) # relationships Advanced (truly qualified as a mutual right fit) 3) # relationships Won (initial deal closed or a committed customer) 4) # relationships Optimized (repeating client, referrer/advocate, COI, etc.)

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REFFERALS

CONFIDENTIAL INFORMATION – For Internal Use Only

CUSTOMERS

CLIENTS

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