Go From Just Getting Started To Trusted Advisor Fast!
Customer facing professionals must build trust, fast, with every stakeholder that influences success at their customers. But typically this is one of the toughest things to do, especially with the more senior stakeholders at your customer. Mastering Stakeholder Management is designed to do one thing. Give you all the tools you need to get to trusted advisor status with every stakeholder who matters.
How This Course Will Enable You To Master Stakeholder Management
There are several essential elements to mastering stakeholder management and we cover them all here. If you need to get the attention of your stakeholders, work alongside them and develop trust based relationships then this course is for you.
Over the course of the six main modules we'll explain how you can effectively map every customer.
You'll learn:
- How to define each of the main stakeholder groups
- How to build a comprehensive stakeholder map that lets you see the status of a customer at a glance
- How to make connections across the stakeholder landscape at every customer enabling you to get those critical meetings
- How to define and articulate value for every stakeholder group putting you in a position to drive value based conversations every time
- How to make the most of every conversation, call, conference or meeting with our PACED conversation planner
- How to ensure you're hard work pays of by building on effective meetings to build sustaining relationships
You'll leave this course more knowledgeable about stakeholders and how to manage them for maximum effect. You'll have a new confidence in your ability to articulate the value that matters to every stakeholder. You'll know how to get the important meetings, how to deliver your content effectively and how to sustain relationships for the long term.
Your Curriculum
- Introduction (1:14)
- Why You Should Take This Course (1:12)
- The Agility Pyramid - How To Think On Your Feet (2:09)
- Our Approach To Structuring Stakeholder Management (2:25)
- Step 1 : Getting The Stakeholder Relationship (0:47)
- Step 2 : Executing The Stakeholder Relationship (1:54)
- Step 3 : Sustaining The Stakeholder Relationship (0:53)
- The Moving Parts Of Our Approach (0:57)
- The Structure Of This Course (0:57)
- Getting The Best From This Course (1:15)
- Your First Exercise - Capture Some Scenarios (0:44)
- Introduction (0:58)
- Stakeholder Definitions (3:26)
- Why You Need To Engage Stakeholders (3:57)
- Getting Started With Stakeholder Mapping (6:35)
- Don't Be Insular (3:12)
- Simplifying The Stakeholders Landscape (6:01)
- Engaging With Stakeholders : Owners (2:42)
- Engaging With Stakeholders : Champions (2:28)
- Engaging With Stakeholders : Enablers (3:16)
- Engaging With Stakeholders : Users (2:52)
- Stakeholder Flows (1:46)
- Complex Stakeholder Mappings (2:13)
- Our Stakeholder Mapping Template (3:04)
- Exercise - Stakeholder Mapping Part 1 (1:44)
- Introduction (0:57)
- Understanding Your Value (3:23)
- Describing Value - The Value Delta (4:52)
- Describing Value - The Value Hierarchy (4:16)
- The Value Lifecycle (2:02)
- Introducing Stakeholder Value Delivery (3:28)
- Value Delivery By Stakeholder Group (0:23)
- Value Delivery : Owners (3:28)
- Value Delivery : Champions (3:47)
- Value Delivery : Users (6:51)
- Value Delivery : Enablers (4:37)
- Value Delivery By Solution (3:41)
- The Stakeholder Flywheel (1:39)
- Introducing Value Models (2:58)
- Value Model Templates (3:36)
- Value Model Demo (8:15)
- Exercises - Value Model (0:51)
- Introduction (0:49)
- What Gets In The Way (4:34)
- How Stakeholders Connect And Deliver Influence (2:24)
- Using Existing Connections To Build New Connections (2:03)
- Using Your Internal (Employer) Connections (5:04)
- Using Your Customer Connections (6:36)
- Connect Me Conversations (6:45)
- Assessing Connection Quality (1:01)
- Having The Connect Me Conversation (4:02)
- How To Handle Being Blocked (5:41)
- Using Your External Connections (2:25)
- Next Steps In Stakeholder Mapping (3:16)
- Stakeholder Mapping Template (1:21)
- Demo - Stakeholder Mapping (9:03)
- Exercise - Stakeholder Mapping (0:54)
- Introduction (0:57)
- Making Meetings Matter (2:04)
- Using Meetings For Ultimate Advantage (0:32)
- Methods Of Meeting (2:16)
- How Often Should We Meet? (5:22)
- What's The Optimum Meeting Structure? (1:50)
- Setting The Perfect Agenda (7:14)
- What Flows Down - Using Senior Stakeholders (2:13)
- Introducing PACED - Our Conversation Framework (3:25)
- Prepare For Maximum Results - The P In PACED (4:16)
- Applying PACED For Every Objective (7:22)
- Strategic Conversation - PACED Example (3:50)
- Difficult Conversation - PACED Example (3:53)
- The PACED Planner (1:11)
- PACED Planner Demo (8:00)
- Stakeholder Mapping Demo - What Flows Down (3:55)
- Exercise - The PACED Planner (0:58)
Your Instructors - Ian Robson & Matt Rumins
Created by two industry veterans of customer success with a combined 50 years of experience in professional roles from individual contributor to c-suite executive. Matt and Ian have worked in leading roles at some of the world's premier organisations including Oracle, Salesforce, Siebel, Barclays Bank, Bio-Rad and a variety of startups including Intradiem, SignalDemand and Fuse Universal.
You can read all about us here (you'll need to scroll down a bit) ➡️ Ian & Matt