Course description

BRMs need to be able to facilitate in almost all aspects of what they do, ranging from key conversations and communication among partners to eliciting information to help shape demand. This interactive workshop includes group discussion and small group exercises to home in on what a BRM needs to facilitate powerful communications. The exercises will include role-play and reciprocal feedback. The participants will share tools and techniques proven to help with meeting facilitation and incorporate shared insights and real life experiences.

This workshop is interactive and fast-paced and includes humor, playful learning, and affirmation. The participants will practice the skills discussed with a “peer coach” throughout the day. The Peer Coach teams will be encouraged to continue working together to help sustain the learning.

Who should attend

This course is targeted toward business relationship managers and those with business relationship management tasks.

What you will achieve

• Gain insight into the art and science of compelling communication.
• Strengthen feedforward and feedback skills.
• Deliver confident and powerful verbal presentations.
• Improve motivating and influencing skills.
• Discover and build upon the best practices within the group.

What you will learn

• Utilize the three positive change questions to build consensus and establish a sense of urgency with provider team members.
• Learn techniques for refocusing a group and building momentum toward decision.
• Gain tactical skills to set clear goals, roles, and agendas.

Course Outline

Doing the Fundamentals Well

• Clear Goal, Roles, and Agenda
Compelling and Clear Meeting Invitations

Goal Clarification

• Goal Criteria and Constraints
• Making Goals Compelling to All Major Stakeholders

Powerful Slides That Compel Action, Not Bore People

Engagement

• Techniques for Engaging the Group
• Visually
• Conversationally
• Emotionally
• Mentally

Energize Brainstorming for Focused, More Creative Input

Greater Influence Before and During Facilitation

Refocusing the Group and Learning from Past Projects:

• The Three Positive Change Questions (Goals? What Works? What Else?)
• Stay Focused on Customer Goals
• Build Momentum Towards Decisions and Rapport at the Same Time
• Gain Insight into What the Customer Values
• Build Confidence in All Parties

Rapid Improvement Ideas

• Positive Tips About What How Others Can Help Move the Process Forward
• Ways of Asking for Input to Get to the Best Solution Quickly and Effectively

Plan for Application of Facilitation Tools