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Corporate Relationship Management
January 20, 2017
Jadwal Pelatihan Corporate Relationship Management
| Tanggal | Tempat | Kota | | Belum ada jadwal terbaru |
Instructor by : Ratna Sesotya W
OUTLINE
OVERVIEW
- Be able to explain the goals and objectives of the Corporate Relationship Management (CRM) role
- Understand why the CRM role is gaining importance and how it is evolving in response to business and provider forces
- Explain the concepts of Business Demand Maturity and Provider Supply Maturity and how these impact the CRM role
- Understand the Drivers of Relationship Maturity and be able to differentiate between tactical and strategic CRM roles and how these relate to order taker, trusted consultant and strategic business partner
- Understand the Operating Model and how it relates to Corporate Relationship Management
STRATEGIC PARTNERING
- Understanding ‘Demand Shaping’ as a means to increase value realization from provider investments, service and assets
- Be able to use a Strategic Relationship Management process and techniques to strengthen business partner and provider relationships
- Understand how and where to engage in your business partner’s decision cycle
- Co-develop, with your business partner, a Relationship Strategy-on-a-page as a mutual Relationship Contract
BUSINESS IQ
- Understand the concepts of Value Leakage and the CRMs role in minimizing this
- Understand the concepts of Capability Roadmaps and how these are derived from business strategy
- Understand the concepts of Value Vanagement and how these link business strategy, provider strategy, portfolio and the business case to shape priorities, communicate and drive business value
- Be able to use business outcomes to clarify strategic initiatives, manage scope and determine value metrics
PORTFOLIO MANAGEMENT
- Understand how portfolio management is the central mechanism for a value management process
- Understand how to apply portfolio management to the entire life cycle of provider investments, from managing new investments, optimizing existing investments and retiring old investments
- Understand the relationships between project, program and portfolio management and how these work together to optimize business value
- Be familiar with two common portfolio asset classification schemes and how they are applied to achieve portfolio balancing
- Understand how governance processes and structures are used in support of portfolio management
BUSINESS TRANSITION MANAGEMENT
- Understand what is meant by business transition management, why it is important to CRM, and the components of a business transition capability model
- Understand how to create urgency for stakeholders
- Understand the key roles to be orchestrated for successful business transition
- Understand key change leadership concepts
- Understand the importance of clarifying the change details and typical methods for achieving clarity
PROVIDER DOMAIN
- Understand the value-centric definition of a service
- Understand the important distinctions between Products and Services and the implications for the CRM
- Understand the different aspects of service value and how service provider constraints impact the role of the CRM
POWERFUL COMMUNICATIONS
- Understand the components of ‘powerful communications’
- Understand how to influence those over whom they do not have direct control
- Be able to express themselves through a unique value proposition
TRAINING METHODE
Presentation
Discussion
Case Study
Evaluation
FACILITY
Training Kit
Handout
Certificate
Lunch + 2 X Coffee Break
Souvenir
Pick up participants
TRAINING FEE for Corporate Relationship Management
Rp6.500.000,-/Peserta/Non Recidential
