23. Clients I care most about helping
can be described as:
This sentence should use the client role and three adjectives that
define who you’d prefer to serve.
24. Concerns they have that I can
help with are:
Thinking of your customer description above: this sentence should
capture the threat they tend to be under, a business result promise
they made that’s at risk of not being kept, or a new opportunity
they tend to pursue.
25. My unique offer of help is:
This sentence should be a results statement that
responds to what you wrote in #2.
26. Results I can recurrently produce
for clients are (top 3):
This sentence quantifies the results you can produce —
up to three examples.
27. The higher level results a client
can produce because of my work:
This sentence quantifies the results you can produce —
up to three examples.
28. How I do it (top 3 ways):
This sentence says very succinctly how you produce the results
above. I know there must be 20 ways you do it — the challenge
here is to get it down to three because that is all the listener
can remember.
29. This work is meaningful to me
because:
Personal to you, this sentence expresses why it’s meaning to
produce the results for clients that you described above.
33. Elements & Design of Story
1
Current market or
industry situation
Prospects Conflict –
2 A Threat, A New Opportunity, Promise at Risk
34. Elements & Design of Story
3
Prospect’s Resolution
Desired Outcome
1
Current market or
industry situation
Prospects Conflict –
2 A Threat, A New Opportunity, Promise at Risk
35. Elements & Design of Story
4 Dénouement
Desired Higher Level Results
3
Prospect’s Resolution
Desired Outcome
1
Current market or
industry situation
Prospects Conflict –
2 A Threat, A New Opportunity, Promise at Risk
36. Elements & Design of Story
4 Dénouement
Desired Higher Level Results
3
Prospect’s Resolution
Desired Outcome
Rising Actions
1 5 Already existing concerns and commitments
Current market or
industry situation
Prospects Conflict –
2 A Threat, A New Opportunity, Promise at Risk
37. Elements & Design of Story
4 Dénouement
Desired Higher Level Results
3
Prospect’s Resolution
Desired Outcome
6 Conditions of Satisfaction
What are the criteria for satisfaction
Rising Actions
1 5 Already existing concerns and commitments
Current market or
industry situation
Prospects Conflict –
2 A Threat, A New Opportunity, Promise at Risk
38. Elements & Design of Story
Actors 7 4 Dénouement
1. You Desired Higher Level Results
2. Your client Contact
3. Champion
4. Adversary 3
5. Major Characters Prospect’s Resolution
6. Minor Characters Desired Outcome
6 Conditions of Satisfaction
What are the criteria for satisfaction
Rising Actions
1 5 Already existing concerns and commitments
Current market or
industry situation
Prospects Conflict –
2 A Threat, A New Opportunity, Promise at Risk
39. Elements & Design of Story
Actors 7 4 Dénouement
1. You Desired Higher Level Results
2. Your client Contact
3. Champion
4. Adversary 8 3
5. Major Characters Prospect’s Resolution
6. Minor Characters Desired Outcome
6 Conditions of Satisfaction
What are the criteria for satisfaction
Rising Actions
1 5 Already existing concerns and commitments
Current market or
industry situation
Prospects Conflict –
2 A Threat, A New Opportunity, Promise at Risk
40. Five types of stories we should all have
1. “Who I am” stories
2. “Why I am here” stories
3. “Teaching” stories
4. “Values in Action” stories
5. “Vision” stories
50. What’s your team story?
»Team ONEderful
Caitlin, Pernilla, Scott, Elizabeth, Rob, Dmitry, Duane
»Team Too
Leah, Eric C., Natalia, Jim, Bob B., Yury
»Team Elev8
Stacy, Debbie, Bob L., Tom, Kate, Shannon, Doug, Mark M.
»Shared Services
Dan, Laura, Jason, Eric P., Cindy, Chris, Michael, Brian
»INNOV8
Andy, Mark S.
51. What’s your team story?
» Work through answers to the 7 basic questions
• Topic should be about team or project that the team worked on
» Utilize worksheets as needed for reference
» Share initial ideas and insights
» Prepare your team story for Studio meeting 9/4
• Length should be no more than 10 minutes
• Utilize various methods and tactics to tell your story
• Have fun!
» Begin to construct your own story as it relates
to StudioNorth
You are in the business of…Building ecosystems of experience that result in unscripted moments where guards are lowered, relationships are struck, and happiness is found.