Requirements
- 1. You complete the course over Four weeks.
- 2. 12 online trainer-led sessions. Each session lasts 90 minutes.
- 3. Interactive training with online group-paced learning (breakout groups)
- 4. You must log-in each week to complete online quizzes
- 5. You must upload your assignments, self-paced practicing at your own pace. You will get trainer’s feedback on assignments delivered to enhance learning
Features
- 1. Increased understanding of the necessary information you need to strategically select your potential clients
- 2. Enhanced inquiry on how to harnesses client knowledge to win and capture more work
- 3. Improved capacity to develop analytical frameworks including Client Account Planning and Project Capturing Planning.
- 4. Improved methods of communication to deliver messages that win.
- 5. Transferring and teaching others the process for building trusted client relationship.
Target audiences
- This course is specifically designed for key personnel of the profit and non-profit organizations.
- Development consultants
- Technical and professional services providers (ex. Consulting engineers and ICT solutions providers)
- Department heads and technical subject matter experts
- Business developers
- Proposal developers and proposal writers
- Tenders’ specialists
- Partnership specialists
- Fundraisers
Solutions Through Relationships and Thought leadership (STRT)™ training course promotes a significant cultural shift in the way many of us have done business development in the past. By developing relationships that foster trust and recognize the services we provide, we will build long- term, sustainable, and profitable client relationships. The course shifts business development efforts from transactional, spontaneous, and irregular tasks into planned, systematic, strategic, and well-sequenced activities.
START provides participants with a set of tools, tactics, deliverables with milestones. STRT is a robust and disciplined business development process that supports you to understand your client better, capture contracts more confidently and ultimately to be your client’s preferred provider. You will learn how to develop a relationship that fosters trust that continues to generate revenues and new opportunities. The course includes the following modules
- Scout: learn about the potential client.
- Engage: Build a business relationship
- Position: Target and posture for your role and / or project with the client
- Capture: Win the work
-
Module 1: Scout
Determine if we should build a long-term relationship.
Results: Strategic clients are selected. -
Module 2: Engage
Engage with potential clients prior to project pursuits.
Results: Foundation to building relationships -
Module 3: Position
Position to Win the Work.
Results: Messages quality delivered. -
Module 4: Capture
Post proposal phase.
Results: Win the work and continue building relationships -
Quizzes
1- You complete the course over Four weeks. 12 hours of online trainer-led facilitated 90 minutes sessions (zoom)
2- Interactive training with online group-paced learning (breakout groups)
3- You must upload your assignments.
5- You will get trainer’s feedback on assignments delivered to enhance learning
On average, participants should set aside 6-8 hours per week to complete this course.
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