Manage and Develop Business Relationships

Overview

The most successful relationships in business are those that achieve genuine mutual benefit for both partner organisations. This means that client relationships can no longer be transactional and they need to be built on exceptional levels of trust and mutual understanding.
A business, or client, relationship manager is responsible for defining and managing a broad spectrum of inter-business activities which enable business outcomes. They need to be understanding, yet challenging of their clients and capable of managing programmes that meet expectations for both their own and their clients' organisations. This demands the highest-level of interpersonal skills, and emotional intelligence.

Who will the course benefit?

This workshop is designed for experienced negotiators, salespeople and business managers who wish to increase their strategic impact on their external and internal client relationships.

By the end of the course you will be able to:

• appreciate why business relationships are crucial
• understand the value of developing your emotional intelligence
• understand how to use your strengths to lead conversations
• propose solutions that create mutual value
• understand how to influence through collaboration and team-working
• benefit from increased efficiency and innovation.

Course Outline

• The traits of successful business relationships.
• Understanding your personal strengths and levels of emotional intelligence.
• Working with clients, sponsors, stakeholders and key users.
• Getting to the heart of key business needs.
• Building trust and confidence.
• Using a questioning style to bring value to the relationship.
• Uncovering unspoken needs.
• Influencing people using a range of influencing styles.
• Negotiating to improve the outcome for both parties.
• Acting as a "thinking partner".
• Handling objections and gaining commitment.