The Course Content
Day One: The Business Relationship Manager
The goals and objectives of a successful BRM
The role of the BRM and its growing importance
The evolution of the BRM role in response to business and provider forces
Business and Supplier Demand maturity and its affect on the BRM role
The Drivers of relationship maturity
The tactics and strategy of the BRM role
Reporting and Organizing structures for Business Relationship Managers.
Day Two: Strategic Partnerships
Value Realization and Migration
Demand Shaping
The Strategic Relationship Management Process and how to deploy it to strengthen professional relationships
The Customer’s Decision-Making process and buying cycle
Mutual Relationship contracts and how to execute them
Day Three: Understanding the Business
Understanding the wider Business environment
Business Models
Strategy
Understanding Business processes and operations
Understanding the clients’ organisation, culture and internal politics
Day Four: Portfolio Management & Business Transition
Portfolio Management as a means of creating enduring value
Portfolio Management and the product lifecycle
Optimizing Business value by managing the relationships between Projects Programs and Portfolio Management
Portfolio Classification schemes and their role in balancing portfolios
Governance – how processes and structures are used to support Portfolio Management
Understanding Business Transition Management and the Business Transition Capability Model
Leading change
Concepts of Change Leadership
How to create stakeholder urgency
Key Factors in managing change, the Cliff Analogy
Day Five: Value, Persuasion and Communication Skills
Value-Centric service delivery
Building Rapport and Business Relationships
Understanding the differences between Products, Services and Brands and the implications of this on the Business Relationship
Creating compelling Value propositions
Influencing and Persuasion skills
Communications skills Masterclass