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Home | Products | 8 Apr 2017 Washington, DC PM-10

PM10 Mastering Stakeholder Engagement

8 Apr 2017 Washington, DC PM-10

$995.00

Mastering Stakeholder Engagement for Program & Project Managers is a highly interactive 1-day training program specifically designed for Program or Project Managers,(or anyone else ,looking to understand the roles, skills and activities required to drive top line growth as well as build a viable set of tools and techniques to better manage communications with the customer and other stakeholders.

Registration is limited to Fifteen (15) attendees to ensure quality.

The Mastering Stakeholder Engagement for Program & Project ManagersTM workshop is a highly interactive 1-day training program specifically designed to help Program or Project Managers (or anyone else looking) understand the roles, skills and activities required to drive top line growth as well as build a viable set of tools and techniques to better manage communications with the customer and other stakeholders.

Engaging stakeholders is one of the most important activities a project or program manager needs to undertake. All the project deliverables and project growth can be undermined if there is poor stakeholder engagement, and yet there is very little information available to address this critical skill set.

Who Should Attend?

Program and/or Project Managers

What you will Learn

Upon completion of the Stakeholder Engagement workshop, participants will have an improved arsenal of fundamental client engagement skills and techniques that will help them improve stakeholder management, business development as well as improve their fundamental communications skills that will help them in their every day dealings with people. Participants learn a proven Client Engagement Process that produces high value, human intel necessary to improve decision making. They will learn account planning, intel planning, call planning and script development. They will experience how individuals bond and position with stakeholders in different roles and at different levels within an organization. Participants will understand how to control the decision making process in the procurement cycle and master the skills needed for prospecting, qualifying and closing business.

Learning Objectives:

  • Learn the Key Principles for Stakeholder Engagement
  • Develop an understanding of the 4-Phases of a 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 intel (HUMINT® )
  • Learn how to base your pursuit decisions on validated human intel
  • 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

Details

Dates: 8 April, 2017

Start Time 9.00am End Time: 4.00pm

Venue Information

Not Yet Finalized

Accommodations

Participants are responsible for their own hotel arrangements.

 

Agenda

MODULE 1

  • Introduction To The HUMINT Client Engagement Process (CEP)
  • Introduction To Stakeholder Engagement
  • CEP Phase 1: Homework Before The Call
  • CEP Phase 2: Preparing For The Call

MODULE 2

  • Develop Relationships Based on Trust And Respect
  • Establishing Trust and Respect: Negotiating Rules, Rights & Responsibilities
  • CEP Phase 3: Executing a Call
  • Bonding And Positioning with Stakeholders

MODULE 3

  • The Art Of The Interview
  • Interviewing And Qualifying Techniques
  • Asking Permission To Interview For Pain

MODULE 4

  • The Pain Interview
  • Closing The Call
  • Knowing When To Give A Presentation
  • Launching A Presentation
  • CEP Phase 4: Post Call Phase

Instructors

Instructors will be assigned closer to the program date. Please check back later.

Testimonials

“This course will actually change how you think and act in order to get the results and information you want from others.” – T&E Engineer

“Very practical and helpful training that will significantly improve skills of BD professionals. It will change your thinking and will make you a much more efficient BD professional.”  – Program Manager

“You made a formidable topic approachable and more friendly.” – Professor of Program Management

“Purposeful planning is critical to effective contact and productive meetings/ interactions.” – Director

“Building relationships is about the art of the dialogue – and that is all about asking questions, not answering them.” – Vice President

 

Cost

The Mastering Stakeholder Engagement Workshop Fee – $995 (USD) per attendee.

The workshop fee includes morning and afternoon breaks, lunch and all classroom materials.

Multiple Attendee Discounts

No multiple attendee discounts for this program

Small Business Discount

No small business discounts for this program.

Cancellation Policy

      1. For cancellations received 14 days or more from a scheduled workshop, you may either transfer to another program or nominate a substitute at no additional cost. Refund requests will incur a $250 cancellation fee. No refunds will be provided for cancellations received less than 21 days before a scheduled workshop. Transfers or substitutions within 21 days of a scheduled workshop will incur a $300 administration fee. All cancellations, transfer requests and substitutions must be made in writing to MBDi.
      2. Training fees will not be refunded for program no-shows.
      3. MBDi reserves the right to cancel any event in its reasonable discretion. In the event of cancellation, MBDi will coordinate your attendance in another training session.

All cancellations, transfer requests and substitutions must be made in writing to rnemeth@mbdi.com

Register

You may register using any of the options below. Payment in full is required before the commencement of the program. When registering, you can request an invoice or charge a credit card.

  • Online – Find the program you wish to attend, click on the add to cart button and then follow the checkout instructions.
  • Telephone – You may call (704) 553-0000 x13.
  • Email – Send Rebecca and email at rnemeth@mbdi.com

Cancellation Policy

      1. For cancellations received 14 days or more from a scheduled workshop, you may either transfer to another program or nominate a substitute at no additional cost. Refund requests will incur a $250 cancellation fee. No refunds will be provided for cancellations received less than 21 days before a scheduled workshop. Transfers or substitutions within 21 days of a scheduled workshop will incur a $300 administration fee. All cancellations, transfer requests and substitutions must be made in writing to MBDi.
      2. Training fees will not be refunded for program no-shows.
      3. MBDi reserves the right to cancel any event in its reasonable discretion. In the event of cancellation, MBDi will coordinate your attendance in another training session.

All cancellations, transfer requests and substitutions must be made in writing to rnemeth@mbdi.com

Contact Us

Thank you for your interest in MBDi. Please fill out the contact form below and one of our team members will be in touch with you shortly.

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