Client Engagement Process
What risks does this pose to your organization?
- Frustrated customers resulting in loss of existing contracts
- Low win rates due to not fully understanding customers’ needs
- Wasted time and financial resources pursuing “bad” opportunities
- Concern about the validity of opportunities in the current pipeline and ability to forecast accurately
- Missed opportunities resulting from failure to uncover customers’ future needs and preparing for them
This course will enhance your understanding of how to proactively engage with customers to develop long-term relationships. This is essential in identifying and shaping opportunities early and gathering the required intelligence.
The 2-day MBD Implementation Series workshops build upon the broad range of material covered in your initial MBDi training. By focusing on one core content area and utilizing role playing, individual exercises, peer coaching and other interactive activities we provide you an in-depth understanding of the material and the reinforcement necessary to fully internalize and master the content.
- Develop an in-depth understanding of the 4-Phases of the Client Engagement Process
- Know and understand what specific pains you solve for prospects
- Learn how to develop a script that will uncover the client’s core issues
- Learn how to “rack and stack” data, intel and validated human intelligence (HUMINT®)
- Learn how to base your pursuit decisions on validated human intelligence
- Develop an understanding of how to use a Client Engagement Process to get beyond a personality driven client call
- Learn how and where to intelligently invest B&P funds in opportunity pursuits
Upon completion of the course, participants should be able to:
- Define and agree on opportunity criteria
- Complete an intel gathering plan
- Develop a proactive call plan
- Develop and execute a call script
- Develop interview questions
- Use questioning skills (Socratic questioning, negative reversing, etc.
- Conduct a diagnostic pain interview to enhance your intel gathering
- Integrate all of the above into an efficient and effective Client Engagement Process