Work It
Your account, our bench, live on the call.
Not a fourth lesson. A clinic.
There is nothing new to learn here. This time is reserved for prospects and qualifications that Account Managers bring with them, and the people on the call are the ones who would actually be assigned to the work.
Five accounts, eight minutes each. You do not prepare anything. You bring a name.
Anyone who has been through sessions one to three, and anyone with a live account they are unsure about. Sales managers are welcome and useful in the room.
An account name, a space, and whatever you heard. Incomplete is fine. Incomplete is the normal state and working with it is the point.
Either a booked thirty-minute call with a date on it, or a submission into the Tuesday and Thursday Gateway with your name on it.
This is the region you are selling into.
Every peak is a place where somebody in Central opened an experiential conversation. Height and colour are the same number: opportunity value. The teal rings are AVI-SPL offices.
Keep scrolling. The map leans over and time moves forward on the same gesture.
One conversation moves the whole landscape.
Central books $29.0M across nineteen opportunities. Dallas alone carries $11.4M of it, on the UTD Student Success Center.
Watch the terrain when a single large project lands. One peak, and the rest of the region unchanged underneath it. That peak started as one person asking a different question.
Four Central offices are flat ground for two straight years.
Grand Rapids. St. Paul. St. Louis. Des Moines. Sixteen of twenty Central offices show up somewhere in these eight quarters. These four never do.
Flat does not always mean nobody is fishing. Sometimes it means the work was booked under a name this map could not place. Both are worth a phone call. Only one is a coverage problem.
Thirteen locations at once.
$38.1M across twenty-eight opportunities, and for the first time the terrain has more than two centres of mass. Detroit, Memphis and Austin all rise in the same quarter.
That is what a region looks like when more than a handful of people are asking the question.
The horizon thins out fast.
Six locations in Q3, then one in Q4. The far end of any pipeline view is always thin, because nobody has opened those conversations yet.
The forward slope of this terrain is the entire reason this programme exists. You are looking at the gap you are being asked to fill.
Every position here was inferred from a project name.
The forecasting workbook has no city column, and on the live tracker the fields that would answer it, Delivering Office, Selling Office and Delivering Region, are blank on 345 of 351 active opportunities.
So the shape is directional and the shape is useful, and it is not yet a system of record. Say that out loud before anyone else does.
Bring one account and we will put it on this map.
You do not need a project. You need a name, a space, and something you actually heard. Eight minutes each, five accounts, and the people on the call are the ones who would be assigned to the work.
The worksheet is below.
Eight minutes, and the clock is real.
Hold the clock hard. The value of this format is that five people get worked rather than one person getting worked thoroughly. If an account needs longer, it has earned a real kickoff call and should be taken off the clinic and into the Gateway.
Work the least confident person first. The room calibrates to whatever the first turn looks like, and if the first turn is the sharpest AM in the office, everyone else quietly decides not to volunteer.
The worksheet.
Nothing here is stored or sent anywhere. When you are done, build the email and paste it into Outlook. That is the submission.
- Who walks through here, and what do you want them to say afterward?
- Is there a moment in this space that has to land?
- Who else is already working on this?
- Has anyone written down what this has to do yet?
- What happens to this space in three years?
"Would it make sense to put thirty minutes on the calendar and bring in our experiential technology team? They do this every week, they will ask better questions than I just did, and it costs you nothing but the half hour."
Send to xtg@avispl.com. Response within twenty-four hours. Verdict at the next Tuesday or Thursday Gateway.
A workshop that ends is a workshop that gets forgotten.
The sessions are the easy part. What follows is what decides whether any of this shows up in a number twelve months from now.
Four things that keep it alive.
This clinic, monthly
Same format, open to anyone. No sign-up, no prerequisite beyond having an account you want looked at.
Two joint client calls per office per quarter
XTG on the call with the AM, in front of the client. Nothing teaches this faster than watching it done once on your own account.
A sales manager coaching card
Three questions a manager can ask in a one to one that surface an experiential opportunity without needing to know anything about experiential technology.
A scoreboard measured in swings
Two to three XTG swings per Account Manager per year. Counted as submissions, not revenue, because revenue tells you what closed rather than whether anyone is fishing.
More lines in the water.
That is the whole objective and it always was. Not more experts, not a better qualification process, not a deeper technical bench. More Account Managers noticing something, saying one sentence, and booking half an hour.