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Template
Champion Identification Worksheet
Score your top contacts on the five signals that separate champions from friendlies. A scoring rubric you can apply across your book of business.
What you'll learn
- The five observable signals that distinguish champions from friendly contacts
- A 0-3 scoring rubric you can apply consistently across contacts
- Tier thresholds that separate Champions, Supporters, and Friendlies in your network
- How to spot the contacts who will pull you into opportunities at their next employer
Most BD teams collapse all “friendly” contacts into one bucket. The champions in that bucket are the contacts who actively believe in your firm, defend you when you’re not in the room, and bring you with them when they change companies. They look like friendly contacts most of the time, which is why they get missed. This worksheet separates them.
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