Participate in an exciting, informative, interactive and metric-oriented workshop. During this session participants will take a journey into the future…or is it now? They will experience methods, practices and tools that will help them optimize relationships with their strategic customers. Participants will experience both sides of the relationship: from the perspective of both the strategic customer as well as the strategic supplier. Participants will operate in collaborative teams, with group discussion and activity outcome sharing will be part of each content area. Thinking, innovating and challenging are integral parts of this workshop.
TOPICS COVERED:
Assuming the role of a Trusted Advisor. It’s more than a deal manager.
- Define behaviors and practices of an effective Trusted Advisor, one who builds strategic, C-Level relationships and enables the creation of shared value
Implementing and utilizing a metric-based customer scorecard
- Share key metrics that influence success in relationship management and the value journey using a dashboard approach, i.e., measuring so we can improve together
Measuring & strengthening relationships
- Present and establish methodology, process, practices and tools for mapping, measuring and strengthening relationships
Expanding share of wallet within a designated addressable market segment and building on/from a metric-based scorecard and voice-of-customer data
- Demonstrate how to turn knowledge, relationships and metrics into mutually beneficial outcomes/monetized value – through a value journey
