Description

Description

Stakeholder Management involves the process of developing and maintaining good relationships with the people that you are promoting / servicing on a key engagement
(e.g. large sale or important project). This engagement may be in a business-to-business setting or an internal project dynamic. The level of engagement will normally be at Director and Board levels.

Training Objectives

• This advanced course provides knowledge and insight into the topic
• and a framework that delegates can use to engage with senior personnel in their work environments.
• It also explores the personal behavioural aspects that form a key building block to establishing these relationships where the intent is to build ‘Trust.’
• At the ‘Executive’ and ‘Senior’ levels the conversation and expectations are very different to standard everyday work interactions/discussions.
• The communication of knowledge and listening skills become paramount to being successful for the provider.

Course Outline

• Setting the Scene<br />
• • Obstacles and challenges of driving for effective Stakeholder engagement<br />
• • Understanding the benefits of effective stakeholder management<br />
• • The perspective of our business v the client’s business<br />
• • Gains to be made from ‘managing’ our relationships<br />
• • Consideration for sign-posting where we would like to be in the future<
• The ‘Value’ we add<br />
• • Examination of the client’s view of the relationship<br />
• • Analysis of the strategic depth and strength of the relationship<br />
• • How to think strategically (re. sector and business understanding)<
• Our Organisation Brand and Personal Brand<br />
• • Clarifying the importance of what we are promoting at an<br />
• Organisational and Team level<br />
• • Identify our personal brand – how we are perceived and how we wish to<br />
• be perceived<br />
• • Steps to demonstrate cohesiveness<
• Researching and Developing the Relationship<br />
• • Researching the Stakeholder’s Business / Division<br />
• • Researching and learning more about the Stakeholder / Senior Colleagues<br />
• • Understanding their business<br />
• fundamentals and business objectives<
• The Information and Communication Needs of Senior Stakeholders<br />
• • Understanding their job role focus re. information needs<br />
• • The needs of the C.E.O. and key business drivers<br />
• • Tailoring our communication message to be role and action focussed<br />
• • Personality types; and buying / work preferences<br />
• • Tailoring our communication style to personality types<
• Building Trust<br />
• • The Trusted Advisor Model; how to build Trust<br />
• • The importance of our credibility, reliability and business intimacy<br />
• • How we can undermine and lose Trust in the relationship<br />
• • How we can differentiate ourselves in the eyes of our Stakeholders<
• Conducting Effective Meetings<br />
• • The meeting structure for new and / or follow-up meetings; using a<br />
• 5 stage process for success<br />
• • Being prepared for Stakeholder concerns / and having an elevator pitch<br />
• • Questioning and listening skills<br />
• • Defining success; KPI’s and objective measures; summation<
• Maintaining and Building a Relationship for the Future<br />
• • Key steps to maintaining the relationship<br />
• • Using feedback and business insights to develop further depth<br />
• in the relationship<br />
• • How to plan for the future and talk about business strategy<
• Personal Action Planning<br />
• • Creating momentum and planning for the future<br />
• • Crafting your personal approach to management<br />
• • Identifying your personal development areas