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Start Date: 03 Mar, 2025

End Date: 07 Mar, 2025

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$3,000

Event Details

Participants on the Strategic Internal Business Partner training course will be able to:

  • Know how needs develop in the mind of department heads
  • Know how internal customers make the decision to “buy”
  • Know how to strategically align yourself to the “buyer’s” psychological buying phases
  • Know how to handle risk objections
  • Convince the internal customer that you understand their business
  • Get the internal customer to admit and focus on problems you can address
  • Diagnose business problems with a bias toward your capabilities
  • How to gain access to and establish credibility with line executives

 

CONTENT:

Business Patronship Skills

  • Consulting, selling, and persuasion difficulties of participants
  • Identifying where internal customers are having problems
  • Background to the role and responsibilities of business partners
  • Managing your behavior as a business partner
  • Basic principles of being a consultant business partner
  • How people/departments “buy” and their levels of need
  • Organizational interdependence
  • Work with sponsors and decision-makers

 

Understanding Your Audience

  • Shifting concerns throughout the ‘buy’ cycle
  • Phases of the buying process
  • Addressing buyer objections by phase
  • Alignment of buying and consulting behavior
  • Staying in alignment throughout the cycle
  • Anticipating the buyer’s behavior
  • Closing without closing and vision creation
  • Developing solutions when the buyer has complex problems and you have intangible capabilities
  • Conducting a thorough diagnosis of needs
  • Leading the buyer to an agreed vision

 

Leading, Motivating, and Securing Strategic Alignment

  • Strategic alignment
  • Initial meeting introduction

 

 

  • Meeting objective and your positioning statement
  • Transition into vision creation
  • Getting buyers to admit and own their problems or needs
  • Problem diagnosis
  • Vision creation and your capability statement
  • Close the meeting and agree on further exploration

 

Buyer Qualification

  • Buyer (internal customer) qualification
  • Negotiating the ‘sell’ cycle
  • Proposal definition
  • Gaining access to the real decision maker
  • Cell cycle control emails
  • When to use key consulting steps
  • Consulting activity by phase
  • Competitive strategies
  • Building tactical competitive tools using the language of your internal customer

 

From Theory to Implementation

  • Negotiation skills
  • Buyer’s and the business partner’s emotional hurdle
  • How to negotiate the ‘sell’ cycle in advance
  • The five components of cost justification using a specific cost justification model
  • How to maximize utilization of technical and other in-house resources
  • How to work with third-party consultants
  • Course summary and review

 

This course is available in the following locations:
Nigeria - $3000
Ghana    - $6000
Rwanda - $7000
UK - $8000
USA - $8000

Venue

200, Murtala Muhammed Way (2nd & 3rd Floors), Adekunle Bus Stop, Yaba, Lagos - Nigeria.

Other Dates

Start Date End Date
03 Mar, 2025 07 Mar, 2025
Start Date End Date
30 Jun, 2025 04 Jul, 2025