Overview

The programme focuses on the senior leadership team’s collective styles and how this impacts on their approach to winning work throughout the
business. The course results in agreed team actions to drive an organisational culture of winning work and CRM. Ideally there is a gap of 2-4 weeks between Day One and Day Two.

Contents

Day One

• Understanding bid management and effective bid leadership
• The business leadership team profile, personal preferences and attitudes towards winning work and the impact on the organisation’s winning business culture
• Identifying and mapping the current approach to managing business winning processes
• Goal mapping, gap analysis and planning for change
• Goals quadrant action planning tool and agreeing key objectives
• Leading and motivating others – action centred leadership

Day Two

• Client buying processes and the decision-making process model
• Understanding different ‘maps of the world’ and instilling this understanding in others
• Building rapport in client relationship management and practical exercises
• Establishing value to the client repeatedly and leading team members to do the same
• Influence, persuasion patterns and objection handling
• Final action plans are agreed