CS11
Course Contents
Module 1- Business Patronship Skills
On Day One we assess the participants understanding of the role and responsibilities of a business partner
Key Topics
- Consulting, selling and persuasion difficulties of participants
- Identifying where internal customers are having problems
- Background to the role and responsibilities of business partners
- Managing your behavior as a business partner
- Basic principles of being a consultant business partner
- How people/departments “buy” and their levels of need
- Organizational interdependence
- Work with sponsors and decision makers
Module 2 - Understanding Your Audience
On Day Two we look at your audience and what they expect from you
Key Topics
- Shifting concerns throughout the ‘buy’ cycle
- Phases of the buying process
- Addressing buyer objections by phase
- Alignment of buying and consulting behavior
- Staying in alignment throughout the cycle
- Anticipating the buyer’s behavior
- Closing without closing and vision creation
- Developing solutions when the buyer has complex problems and you have intangible capabilities
- Conducting a thorough diagnosis of needs
- Leading the buyer to an agreed vision
Module 3 - Leading, Motivating and Securing Strategic Alignment
On Day Three we look at applying the course theory to practical exercises
Key Topics
- Strategic alignment
- Initial meeting introduction
- Meeting objective and your positioning statement
- Transition into vision creation
- Getting buyer to admit and own their problem or needs
- Problem diagnosis
- Vision creation and your capability statement
- Close the meeting and agree further exploration
Module 4 - Buyer Qualification
On Day Four we look at how to qualify internal customers
Key Topics
- Buyer (internal customer) qualification
- Negotiating the ‘sell’ cycle
- Proposal definition
- Gaining access to the real decision maker
- Sell cycle control emails
- When to use key consulting steps
- Consulting activity by phase
- Competitive strategies
- Building tactical competitive tools using the language of your internal customer
Module 5 - From Theory to Implementation
On Day Five we look at applying the course theory to practical exercises
Key Topics
- Negotiation skills
- Buyer’s and the business partner’s emotional hurdle
- How to negotiate the ‘sell’ cycle in advance
- The five components of cost justification using a specific cost justification model
- How to maximize utilization of technical and other in-house resources
- How to work with third party consultants
- Course summary and review
