Engagement Essentials
The four Engagement Essentials for CI
Be Available
Know the Client
Be Relevant
Set Up the Next Action
Owns the client experience regularly and align support to changing needs
Services
Es in the EDRDE Framework
Engage and Enact
Typical problem solving process includes one of these two elements
Problem/Want -> Solution
Name two channels used to get Smart On A Topic?
One of the Two P's of the EE
Pragmatic or Provoke
The Gartner sales teams and their 3 letters
GBS GTS
D's in the EDRED Framwork
Diagnose Deliver
When clarifying a problem, they might be "too" what?
Broad or narrow
The 3 Models of Research developed at Gartner?
Analysis & Evaluation, PPR, Quant
One of the three required Characteristics for Evidence
Exportable
Transparent
Defensible
One of the 4 (not taking inquiry) core advisor activities?
Write Client Emails (Published Research Requests and call follow-up)
Lead and Support Events
Support Sales, Service and Research
This framework component's success is measured by Client gains additional perspective on problem, often with steps for solving
(RE)frame
Elements between Problem/Want and Targeted Solution
Clarified problem and problem causes
The 3 phases of content development?
Planning, research, production
All three Visual Principles
Simple, supportive, singular
The positive impacts when a client has a POC (2)
Higher close rate and more consumption
The Inquiry frame work helps us do/be these four things (2)
Be client centric, Flex, Collaborate, Align
Cause of the erosion at the Washington Monument
Bugs (nats) at sunset caused by the lights going on
The two main intents of MHR?
Provoke new thinking/action -> Pragmatically support clients work
Two requirements for recommendations
Add value and actionable
One of the 3 PPR Processes
Reset, Educate, Enable
The risk for getting ________ wrong is "Nice to know status with no ROI for the client and no opportunities for engagement"
Enact
Two of the three questions to ask to get to a targeted solution?
Why is this an issue?
What could be causing the problem?
What have you already tried?
The three sources of evidence in Gartner content
Data, examples, Rational argument