Role-Play Masterclass: PAS Assessment & Strategy in Action

Key Points:

1. Session Setup & Roles (00:00:00) – Coaches assign roles for the round-robin PAS assessment, with one acting as the business owner and others as advisors and observers.
2. Creating a Contact & Assessment in PAS (00:05:00) – Step-by-step walkthrough of setting up a new contact and starting an assessment in the Profit Acceleration Software.
3. Discovery & Initial Questions (00:12:00) – Live demonstration of asking foundational business questions to uncover goals, challenges, and context.
4. Entering Financials & Business Data (00:20:00) – How to collect and input key financial metrics to set the stage for strategy modeling.
5. Market Dominating Position Strategy (00:28:00) – Deep dive into identifying and quantifying a market dominating position, including client and employee perspectives.
6. Employee Retention as a Competitive Advantage (00:40:00) – Using PAS to address staff retention and professional development as part of the value proposition.
7. Compelling Offer Creation (00:48:00) – Discussion and modeling of how to craft a compelling offer that stands out in a crowded market.
8. Prioritization & Implementation Timeline (00:55:00) – Walkthrough of PAS prioritization, implementation planning, and the use of the Gantt chart for client accountability.
9. Debrief & Coaching Feedback (01:00:00) – Coaches reflect on the role-play, share lessons learned, and provide feedback on pacing, questioning, and software navigation.
10. Q&A and Final Tips (01:03:00) – Open floor for questions, emphasizing the importance of problem statements and linking discovery to solutions.

Key Takeaways:

• Master the PAS Setup: Follow a clear process for onboarding clients and starting assessments.

• Ask, Then Listen: Use open-ended questions and allow clients to think out loud for deeper insights.

• Quantify Strategy Impact: Always tie strategies like MDP and compelling offers to specific, conservative revenue/profit projections.

• Leverage PAS for Implementation: Use the prioritization and Gantt chart features to drive client action and accountability.

Notable Quotes:

• “You want to get into a priorities and implementation discussion—most customers are going to have a question once they see the impact.”

• “Leave space for the client to think out loud; that’s their opportunity to organize and process.”

• “Delivering value to employees doesn’t always mean more money—professional development can set you apart.”

Action Steps from the Call:

1. Set up a new client contact and assessment in PAS before your next discovery call.
2. Use the market dominating position script to uncover both client and employee value drivers.
3. Quantify the impact of each strategy conservatively and review with the client.
4. Walk clients through the prioritization and implementation timeline to set expectations.
5. Practice leaving space for clients to process and articulate their challenges before offering solutions.

1. Resources & Tools Mentioned:

• Profit Acceleration Software (PAS): Core tool for assessments, strategy modeling, and implementation planning.

• PAS Simulator: Used for live modeling of strategy impact.

• Gantt Chart (Implementation Timeline): Visualizes project sequencing and accountability.

• Market Dominating Position & Compelling Offer Scripts: Frameworks for client conversations.