Joanne has made contact with a potential new customer prospect: Red Rock Real Estate. They are an Ontario based Real Estate firm with a head office in Toronto and affiliated regional offices in various Ontario cities. The Toronto head office has a Director of IT who is responsible for day to day IT management at the head office, and assists the regional offices in their IT support. She is also responsible for the final new product recommendation to the executive management team plus finding suppliers. That director would be Joanne's main contact. Additionally, at the head office there is a Director of Finance and Accounting, plus a Director of Real Estate Brokers who is the main liaison for individual brokers at the head office plus the satellite offices. Each office has a full-time office manager who provides most support including minor IT support, plus full-time real estate brokers. Some have additional support staff depending on the size of the office. Through her contacts and prospecting activity so far Joanne has determined the Toronto head office IT Director would like to implement a new IT system which would be the same across all offices. In the past, all offices have had the ability to independently select the IT systems and software they felt would work best for them. This has caused some compatibility issues and increased IT workload to support the various systems. The system that Red Rock is considering would be an "enterprise wide" system, meaning that all departments from Accounting, Finance, support staff plus all real estate brokers would use it. Part

1) Who at Red Rock, do you think will be involved in the decision process to purchase the new IT system? Explain what role they may play in the process (decision maker versus decision influencer) and why.

2) Joanne has arranged her first meeting with IT Director Noorie Wong. Place yourself in the role of Joanne and use the ADAPT questioning model to list the various questions you would like to ask Noorie. List at least 3 questions for each stage of ADAPT and explain why you are asking those specific question i.e.: what you hope to learn from the specific question you ask her (CRM SEELING)