Sales and Marketing

Enhancing Client Relationships

Overview

Information Systems organizations are at the hub of organizational change. They are called upon to understand increasingly complex and diverse technologies and to support dramatic changes throughout the organization.

One of the critical success factors in dealing with change is the development of the people involved. Clearly, the development of relationship and people skills is paramount to enabling IS to respond to the constant demands of business and to serve and retain their clients in the highest quality manner. Increasingly, it has become apparent that such consultative skills as the ability to work together, manage conflicts, negotiate, present ideas succinctly, listen and question are the conduits to high performance. This program is designed to teach those skills.

Format

This workshop is very interactive and incorporates video based case studies, a workbook, written scenarios, and multiple practice sessions. Additionally, each participant receives survey feedback from peers, clients and team members relating to their interpersonal skills. This workshop has both a two and three day format.

Workshop Outline

• Building consultative relationships to influence people in a way in which they are heard, valued and understood.
• Uncovering needs, wants and concerns through a consultative questioning methodology.
• Presenting ideas and solutions for maximum effect (positioning).
• Managing objections and winning commitment.
• Consultative skills survey to obtain various perspectives.

Outcomes

• ·The participants will gain the skills needed to be better able to be involved at higher levels in the organization.
• The clients will feel more like customers and see more value-added from the internal IS department
• The Information Systems organization will be more competitive with outside vendors.
  

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