Build & Sell Principle

If you were in New England back in the mid 90’s, you may remember this famous quote from legendary football coach Bill Parcells, “If you’re gonna ask me to make the dinner, you should let me buy the groceries.” He was talking about his challenge to live up to the expectations that he would build a Super Bowl team with a group of players he had little or in some cases, no input in signing to the roster.

My build and sell principle works to eliminate those kind of road blocks that can derail an event meeting or PR campaign from meeting and surpassing its goals. When one person is in charge of the development of the event and another is charged with selling the event, and there’s little interaction and/or understanding of the others’ needs and objectives, the chances of success get pretty slim.  The chances that one group with blame the other for the project under-performing are far better.

What I offer to my clients is a point person who will not only build their event, but I make sure those in the organization who are charged with the selling the event have a prominent seat at the table from day one. A good needs analysis MUST identify all stakeholders and the action plan that follows needs to determine what steps are necessary to keep them engaged here from the inception to the grand finale. It’s certainly not a new concept, but I can’t tell you how many people overlook the power of ‘buying the groceries together.”

Interested in hearing how this would work for your next event, let’s talk.