Learning Objectives

• It has been said before, but it always bears repetition: we fail only when we fail to plan!
• You don’t succeed in business purely by accident. It takes careful orchestration, insight, knowledge and a planned programme of action to deliver the right results. Good businesses know this - great businesses simply do it consistently.
• To succeed, you need to understand why planning matters. You also need to see the implications of unplanned action and why it makes it impossible to achieve Trusted Adviser status with customers.
• You’ll become familiar with the process of planning – the gathering and managing of relevant information, question preparation, creation of value statements, using customer histories and itemising clear transformational client objectives.
• You’ll create a “Dynamic Dialogue Map” – a simple one page plan that constructs a consultative, trust enhancing, dynamic customer engagement – enabling you to identify and plot the road ahead to the results you (and they!) need to see.
• You’ll understand the value of internal collaboration and optimise the use of sales resources & assets.
• You’ll also develop strategies to ensure that third parties that interact with “Relationship Managers” do so in ways that enhance the trust- based relationship

(The programme builds on your existing tools and methods to avoid unnecessary reinvention.)