It's been called the ultimate prize in sports: six NBA teams have a final chance to make their best presentation to the most talked-about potential employee on the planet.
LeBron James, arguably one of the most talented basketball players in NBA history, will be officially courted tomorow by six hand-picked teams. The winner will enjoy an abundance of positive karma, including ticket sales and worldwide legitimacy as an 800-Pound Gorilla - a dominant team - in the NBA.
If you were a member of one of the NBA teams' negotiators, how would you go about preparing and presenting your "sales pitch" to LeBron?
Here would be my suggestions, which are applicable to any selling situation:
1. Do Your Homework. Money aside, what does LeBron really want? What are his priorities when considering a new team? Is it the head coach? The front office staff? The current players and their ability to win a championship with the addition of his talent? How about the home town and the lifestyle it affords? Find out. Ask around. Not just to LeBron himself, but to those who know him well.
2. Offer Something Unique. Think creatively. What could you offer that would surprise and delight someone like a LeBron James? How about a guarantee of a bronze statue in front of the stadium? A joint venture marketing deal that's so juicy it's impossible to pass up?
3. Be Clear About What You Offer, and What You Don't. As a part of the committee that brought the Chicago Bears' training camp to my home town of Bourbonnais, IL, I wwas struck by how different the Olivet Nazarene University proposal was from the rival community's university host. The competition offered them a blank check - literally any kind of parties and events they wanted to throw. No limits. Do what you want to do; we're behind you all the way. The counter-proposal we offered was much different; it listed the things the Bears would have to abide by in order to come to their campus - No tobacco, alcohol, or swearing. Family-friendly to the max. It was exactly what the Bears were looking for - structure and accountability to family-conscious fans.
That's what I'd prepared for LeBron... and what you can do in your presentations as well.