Value Propositions
What do Senior Development Leadership roles care about? (VP/Director of Development)
Well executed projects - on time & on budget
Ability to communicate project info
Drive a high performing project team
Impact of their work on community / end users - feeling pride in work & getting to do ‘fun’ stuff
"I am not Interested"
“Any particular reason why?”
“Are you guys using excel to track, manage and report on your project costs?”
“Have you ever looked at technology that’s purposely built for developers?”
“What tools are you guys currently using?”
“Oh, so you already have a tool that’s purposely built for developers?”
“Are you 100% happy with your processes?”
“Do you ever think there must be a better way?”
“Is your team tech forward? Ever looking towards technology to improve your efficiencies in any part of the business?”
“Is there a better person I should reach out to?”
I completely understand, I know I called you out of the blue and don’t want to waste your time butttt…”
What are examples of resources you can look at to get an understanding of a company before reaching out? (Company structure, job openings, intent data, projects, tech stack, etc.)
The company website, ZoomInfo, Construct Connect, LinkedIn, 6Sense, News periodicals
What are our team and individual goals for November? (Think Metrics)
November goals - 223 Booked, 163 held, 66 qualified
Individual Quota - 25 Booked, 18 Held, 8 Qualified
How might Senior Development Leadership roles get value from Northspyre? (VP/Director of Development)
Better control, visibility, and accountability across their team & projects
More successful, consistent repeatable project outcomes
Financial incentives & promotions are easier to achieve
Early warning signs into risk
“Now isn’t a good time. Let's Plan to talk in 2025.”
I am definitely talking to a lot of teams that are looking to map out their plans/priorities around how they are looking to operate come 2025. I certainly think it’d be valuable to connect now to get the high level context so we can potentially be part of that plan for 2025.
What’s going to be different between now and then?
Do you have ambitious goals/what are your priorities for 2025?
What does your project pipeline look like come 2025? What stage are these projects in?
Is construction loan complete?
Building the boat before the storm
Before things get busy, let’s talk now and we can come up with a game plan for when/what makes the most sense
Explaining the intro call
Low stakes, intended to give the high level intro so they can have a stronger understanding of when the timing is better
Not an overnight decision, detailed process, consultative approach
Acknowledging, uncovering the real reason, offer some value prop (value prop framework), Creating FOMO, Setting a future touchpoint
What are examples of TYPES of roles that might get looped into each of the Primary, Secondary, and Lateral buckets? (Think High Level)
Primary - Executive & Senior Development Leaders
Secondary - Development Contributors & Other Executive & Senior Leaders
Lateral - Accounting Contributors, Investments & Acquisitions, Construction Management, IT / Process
What are ways you can find pain points a company/prospect might be having? Think both prior to a call (research driven) and clarifying questions you can ask live on the cold call.
Is it a retarget? Hubspot Notes from the prior deal cycle
Zoominfo - Tech Stack
6Sense - Intent Keywords, Job openings
“How do you manage your projects today? What tools do you use? What do you like/dislike about your current process?”
“Is there anything in your current process that slows you down?”
“Do you wish you had better real-time visibility into the state of your active projects?”
“Is your current process very manually driven?”
“Have you had prior experiences where you saw costly project overruns?”
What do Executive level Development Leaders care about? (CEO, Owner, Principal)
Returns
Relationships with key partners
Ability for their team/staff to be effective
Strategic direction of the company
Market / industry trends
Reputation / brand / legacy
Building / maintaining competitive advantage
“Let’s wait until after the election.”
I totally understand, some people I am talking to are sensing some optimism
“What are you expecting to change given the results?”
“Are there certain aspects you’re watching closely?”
Getting out ahead of the results of the election. It’s helpful to get a better understanding, regardless of the outcome it will always be beneficial to get insight into how teams are turning to technology to modernize their workflow.”
“By implementing solutions now, you’re setting yourself up for whatever change might come and be able to have more flexibility and stronger efficiencies when things settle down” (One source of truth, centralized database, institutional knowledge base, etc.”
Less Volatile to politics
If there is uncertainty around how their projects will turn out, Northspyre is designed to allow you to be proactive, data-driven, stay ahead of risk, plan for potential changes/challenges
Explain the Primary, Secondary, and Lateral buckets when mapping out personas at an account. Who falls into each category (not specific titles, but why do they fall in each bucket)?
Primary -
These personas have a high likelihood of resonating with key Pain Points / Opportunity Costs / Payouts and are most likely to be a potential champion or buyer of Northspyre
Secondary -
These personas are likely resonate with key Pain Points / Opportunity Costs / Payouts, have a strong potential to be advocates for Northspyre, and seem positioned to have influence with Development Leadership
Lateral -
These personas do not necessarily have a core focus on Development project management but interact with the Development team to accomplish specific tasks/processes throughout the project lifecycle. These personas are likely to resonate with specific pain points / opportunity costs / Payouts
What does a complete opening framework look like for a Director of Development?
“I am working with other Development Directors in [city, asset class, types of projects], who feel they are lacking visibility into their project status. They then leveraged Northspyre so they can avoid budget overruns and schedule delays. Does the name Northspyre ring a bell?”
How Might Exec Development Leadership roles get value from Northspyre? (CEO, Founder, Principal)
Ensure capital calls are run smoothly
Surface critical risk & opportunity trends
Better insight into portfolio-level info like projected costs & dev fees
Team enabled to re-risk project outcomes
Increased capacity to scale the business
Attract, develop, & retain talent
“Given a tough economy, this isn’t a good time for us to be talking.”
“What does your project pipeline look like?”
“What Stages are your projects in?”
GET THEM TALKING
Lender Relationships
Has it been hard to get financing?
Deliver clean and professional reporting, impress your financial lenders, maintain strong relationships so you’re confident and can continue getting funded
Higher Returns/Better Visibility
Working proactively to ensure you’re staying under budget
One source of truth, centralized database, accurate project assumptions, complete audit trail of every transaction - never a mystery around why or how something has changed in your project budget
Institutional knowledge base
Scale without increasing overhead costs
Reduction of information silos
Having a complete audit trail of every transaction
Onboarding new employees becomes that much easier
Audit trails, better visibility, one source of truth
Successfully walk me through the account mapping for this company and why each prospect would fall into each bucket?
(hint hint - think certification)
n/a
What is the cost inbox? Describe how information gets into the system. How were teams doing this before and how has their workflow changes since adopting Northspyre?
The Cost Inbox is how we eliminate data entry and empower teams to make proactive forward looking decisions to avoid expensive budget and cost overruns relative to incoming invoices, contracts, change orders, proposals, and other key key project documents.
All projects are tagged with an email address. All teams need to do is send all project documents (Proposals, change orders, lien wavers, contracts, etc.) to that email address and the system will automatically extract the data and queue it up for your approval. 2 step process - automation and human validation team. No information is getting into the system without your approval
Before -- Project leads and senior leaders receiving emails with PDF’d invoices, contracts, change orders, proposals, certificates of insurance. Losing emails in their inbox. Eventually forward them off to another team member or saving them into a project folder. Then doing data entry multiple times into their draw request and anticipated cost report.
After -- Key project documents automatically save and index themselves, ensuring documents are neither lost, handled multiple times, or miskeyed when entered into tracking systems.