Originate
What is the primary goal of the Originate stage in COMPASS?
To identify and create new client opportunities.
What does “qualifying” a client mean in COMPASS?
Assessing if the client’s needs, budget, and timeline align with BNY’s solutions.
What is the main objective of the Solution stage?
To match BNY’s products/services to the client’s specific needs.
What is a key element of a compelling proposal?
Clear value proposition tailored to the client’s needs.
What does “crafting a client journey” mean in COMPASS?
Designing a personalized experience from first contact through ongoing engagement.
Name one method for uncovering new prospects in Originate.
Networking, referrals, market research, or leveraging existing relationships.
Name two criteria used to qualify a prospect.
Budget, authority, need, timeline, or fit with BNY’s offerings.
Name one way to tailor a solution for a client.
Customize product features, bundle services, or address unique pain points.
Name one technique to handle objections during closing.
Active listening, addressing concerns directly, or providing evidence/testimonials.
Name one touchpoint in a client journey.
Onboarding, quarterly reviews, service calls, or feedback surveys.
What is a key question to ask when originating a new opportunity?
“What challenges is the client currently facing?”
What is the importance of the “decision maker” in qualifying?
Ensures you’re engaging with someone who can approve or influence the purchase.
How do you ensure your solution is differentiated from competitors?
Highlight unique value propositions, BNY’s expertise, or exclusive capabilities.
What is the purpose of a “close plan”?
To outline steps, responsibilities, and timelines for finalizing the deal.
DAILY DOUBLE!
How do you ensure a seamless client journey?
Coordinate across teams, set clear expectations, and proactively communicate.
How can you leverage internal resources to originate opportunities?
Collaborate with colleagues, use CRM data, or attend cross-team meetings.
How do you determine if a client is ready to move forward?
By confirming their urgency, budget, and commitment to change.
What should you do before presenting a solution?
Confirm client’s needs and expectations; validate understanding.
DAILY DOUBLE!
How do you confirm client commitment before closing?
Ask for verbal/written agreement, confirm next steps, or request a signed proposal.
What role does feedback play in client journeys?
Helps refine processes, improve satisfaction, and anticipate future needs.
What information should be gathered during the Originate stage to support future sales efforts?
Key client objectives, organizational structure, industry trends, and potential challenges.
DAILY DOUBLE!
Why is it important to confirm the client’s decision-making process during the Qualify stage?
To ensure engagement with the right stakeholders and streamline the sales cycle.
How does collaboration with internal teams enhance the Solution stage in COMPASS?
It leverages diverse expertise to create more comprehensive and effective client solutions.
What role does clear communication play in the Propose & Close stage?
It ensures the client fully understands the proposal and increases the likelihood of a successful close.
What is a key benefit of mapping the client journey in the COMPASS methodology?
It enables proactive management of client expectations and enhances their overall experience.