Tip #7: The Initial Discovery Meeting™

The purpose of this meeting is to discover whether the Subject Matter Expert’s:

• Expertise and business model is suitable for your Clients’ needs
• Business philosophy is compatible with yours and the philosophy of VBFP
• A good fit for your Deliverables Team

Wrap up the meeting by scheduling a Best-in-Class Assessment (BICA) Meeting at their office only if they seem to be a good fit for your Deliverables Team (otherwise politely disengage).

Keep in mind this is not a meeting to entice them in any way to do business with you; this is not a referral swap or a way for you to get their Clients. You are building a Best-in-Class team of Subject-Matter Experts and extending an invitation to become part of a team.

See Module 8 to download the Conducting The Initial Discovery Meeting™ Sample.

Tip #8: The Best-in-Class Assessment Meeting™

The purpose of the Best in Class Assessment (BICA) Meeting is to determine that the Subject Matter Expert’s (SME) skill, internal team and processes are, indeed, best in class. Here are a few example talking points:

• What are your specific business goals? (Some may have been discovered during the SRM.)
• What is your firm uniquely talented at doing?
• What is the profile of the Client you serve best?
• What type of Clients do you prefer not to serve?
• What is your step-by-step process for serving your Clients?

If, after completing The Best-in-Class Assessment Meeting™, you still believe they are Best-in-Class and wish to continue the conversation, propose scheduling The Deal Structure Meeting (DSM) at your office.

Tip #9: The Internal Agreement Meeting

The Internal Agreement meeting is as much a process as it is a meeting. Internal Agreement Meeting process is designed to get input from your current internal and external Deliverables Team Members about your desire to work with a candidate you have identified.

As Trusted Advisor, the final decision is usually yours when it comes to inviting a new Deliverables Team Member onto your team. However, we suggest allowing your current team members to actively participate in the process of selecting finalists for consideration will strengthen the team, while reserving to you the right to make the final decisions.

Tip #10: The Deal Structure Meeting™

This is a meeting to structure the framework of a working arrangement with a candidate. The first steps of the meeting are to:

• Give the Subject Matter Expert (SME) a very clear perception of your processes for serving Clients
• Further delineate specific expectations for working with your firm as indicated
• Agree to how your two firms’ processes will merge (at least initially)
• Establish the framework of an agreement based upon walking through one process using The Go-To Grid™ (see example in this booklet)

Among the most important issues to begin resolving at this meeting is the matter of clearly defining what's expected of the candidate and by when in the Issues for Agreement. You will likely not complete this discussion at The Deal Structure Meeting™; however, you should not finalize any agreement (even a handshake agreement) until this matter is resolved.

The Deal Structure Meeting is extensive, it is recommended you login to Module 8 for complete details and resources.

Tip #11: Finalize Agreement

The "Finalize Agreement" step is more of a process than it is a meeting. Following The Handshake Agreement, this is the process of “all parties agreeing” on as many details as can be addressed in this early stage of the business relationship.

Be sure to carefully review the time line necessary prior to each client progress meeting before establishing the official "start date" for this new Deliverables Team Member and their team to begin work for your Ideal Clients.

Tip #12: Present Agreement

While this is just the beginning of a new business relationship, this step represents the end of The Deliverables Team Recruitment Process.  Formal or not, the focus now is upon ensuring the relationship is unfolding "as expected" and "as needed" to accomplish the intended and best results for your Ideal Clients.

As with every important document, be certain to maintain file copies of this agreement (with a cover page noting where the original of the document may be found).

As with all Trusted Advisor processes, the goal in building your Deliverables Team is to ensure the best possible outcome through attention to detail and research. Module 8 contains extensive tools and resources to aid you in this process, as with all Trusted Advisor processes.