WHO IS YOUR CFO AND WHAT DOES HE DO?
(BUYER PROFILES):
https://www.youtube.com/watch?v=lLl0DVzRksk
(BUYER PROFILES):
https://www.youtube.com/watch?v=lLl0DVzRksk
This HR buyer profile does a little bit of everything. HR is only one of their many roles. They typically learn by doing.
Hint: think Alice in Wonderland
What is the Multi-Hatter?
Mistakes made at this stage impact the entire lifecycle of the business.
What is the "Startup" stage?
Financial assets needed for a business to produce goods and/or services.
What is "Capital"?
A finance director with 20+ years of experience who has a graduate degree and manages the budget would likely fit into this Finance buyer profile.
Hint: focus on "manages the budget"
What is "Controls Spending"?
In this business lifecycle stage, the owner is focused on:
- hiring & training employees
- automating processes & administrative tasks to handle current & growing demands
- taking on new customers
- improvements in cash flow & profitability
What is the Growth Stage?
This is a market segment in almost any industry that has 500-999 employees and has multiple locations within a regional area.
What is "Dominant Regional"?
This buyer profile was hired and funded for breakthrough growth and must deliver results. They will be the founder or CEO or both and have have more than 20 years of experience. They could also be a purpose-driven CFO with more than 20 years experience of enabling growth.
Hint: Not A, not B...
What is a Strategic C-Level Player?
In this stage, staff is in place to manage their specific areas of the business. Also, the business may want to broaden its offerings.
What is the "Maturity" stage?
In this business lifecycle stage, the business may need to tweak products/services based on initial customer feedback.
What is the "Startup" phase?
In the Finance portion of businesses with more than 20 employees, these are the names of the 4 different buyer profiles.
Hint: CS, SCLP, KTN & KTB
What are Controls Spending, Strategic C-Level Player, Knows The Numbers and Keeps The Books?
In this stage, the business is confronted with the decision to either expand or exit.
What is the "Renewal" stage?
Of the three buyer profile categories (CEO, Finance, HR), this category of buyer is most likely to be concerned about recruiting/hiring, benefits packages, retirement plans and performance reviews.
What is HR?
When speaking with a founder who has run his or her company for over 30 years and is likely to hold on to the status quo, you are likely dealing with this type of buyer profile.
What is "Keep on Keeping On"?
This percentage of businesses fail within the first 5 years.
What is 25%?
This market segment, in which union participation is high, will likely have a need for easy to use time keeping solutions.
What is "Roll Up Sleeves"?