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Live from FEI EMEA: 2012 Challenge, Part 2: "How do you create buy-in?"

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The Grand
Challenge 2012
had already been started on the conference day before. During the
breaks as well as overnight several teams had prepared a booklet about their
proposals to answer the question: 'How do you create buy-in'?
Out of 4
preselected teams the winning team was identified in today's follow-up session
within 4 rounds, involving a jury as
well as the audience for voting.

In Round # 1 the opening arguments were
presented by each team one after another within 4 minutes.

Team 1
Tailor an offer by pulling the right
things together to convince your audience!

The team chose
the model of a bar tender to stress the need for flexibility to tailor an offer
to the stakeholder group, which consists e.g. of top management, customers as
well as own employees.
First there
is a need to gather data to understand potential opportunities. Later to create
stories and to apply emotional connection as well as to use an elevator pitch
as part of a modular system becomes important.

Team 2
Relationship and emotions is the core of what we are doing!

Therefore you need to build up relationships with your customers and also e.g.
with your brand, which implies e.g. emotion and honesty; 70 % of relationships
are made by emotions.
Team 3
Creating a network ensures the best
growth opportunity!
It helps to create awareness, to build agreement and to move into action
Only a network makes buy-in sustainable and you can use others for multiplying
your own idea.
Team 4
You need the right Elevator Pitch!
Close your eyes, imagine an elevator pitch to be like an appetizer for an
excellent meal.
It describes the value so that you are eager to learn more about it. Ideally it
suits to get buy-in from everybody - anytime, anywhere with anyone. It helps to
create awareness and learn from each other.
As a deliverable this group created a solution consisting out of 4 building
blocks that can be taught easily. This tool can be used like a Swiss knife to
take it with you inside of your pocket.

In Round # 2 there was 15 min open
rebuttal, the audience could chose my moving around which team to support. This
was followed by a judgment by the jury.

In Round # 3 the teams had the task to
fulfill to present essential takeaways within 2 minutes each, followed by
another judgment of the audience and the jury members.

In Round #4 there have been final closing
remarks after discussing with their audience fan community presented by each

Up to this
point of time the final result was still not clear. Finally, Team 2
'Relationship' made the race and became winner with a score of 104 points, closely
followed by Team 1 with 98, Team 4 with 88 and Team 3 with 81 points. Our
congratulations to all Teams, especially the winners from Team

About the Author:

Frauke Lohr is running her own consulting business named Comsciencia, targeting customers from industry, academia as well as politics with special focus on innovation topics. She is currently attending the 6th annual Front End of Innovation EMEA in Z'rich, Switzerland on February 27-29, 2012, and covering the event live via the FEI Blog and Twitter.

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