How often do you conduct a 'post mortem' on why business was lost? Most companies spend too much time internally trying to work out why a deal was lost, instead of investing that time in preparing to win. In reality most clients rarely volunteer the real reasons behind declining your offer, negating any useful knowledge gleaned which could prevent repeating mistakes.
How much more successful could you be if you could rehearse your presentation/bid and gain independent feedback from a team of industry professionals?
This intensive programme exposes the weaknesses in any proposition from the viewpoint of the 'C' level.
Key Deliverables / Outcomes
- Understanding how to align your approach and build relationships at 'C' level.
- Ensure that all future bids have a clear 'attack plan' which shortens the sales cycle
- Review current bids and obtain objective feedback from CO with sector experience to help to develop a winning strategy
Summary Agenda
- Building Relationships at CxO Level - what to look out for and what to avoid - key differences when dealing at this level
- Developing Instant Rapport - earning the right to stay by creating a positive impact
- Individual exercise and CxO feedback
- Managing and Controlling the Relationship - seeing the world through the eyes of the CxO and understanding the key business drivers and desired outcomes
- Meeting Skills for the Boardroom - ensuring you are equipped and confident to have a business conversation with the 'C' suite.
- Presenting Compelling Propositions at CxO level - this module builds on a structure which ensures that presentations are pitched at Board level making it difficult to say 'no'
- Individual presentations and CxO feedback
Every programme involves a convincing business case, plus real 'C' level Senior Executives to provide coaching and feedback at every step of the learning process.
Related Links
» Conflict Resolution
» Inspirational Leadership
» Talent Management
