Overview

Prior to attending this three-day advanced workshop, you will prepare information on an actual target agency.  Your workshop leader will be a former corporate officer who will advise you on the current state of the agency and on what strategies are needed going forward. 

Your leader also serves as your “client” throughout the course.  You will learn to analyze information sources such as strategic plans, performance assessments (as evaluated by “watch dog” groups), budgets and annual reports.  You will also learn how to establish goals, strategies, issues and performance metrics.  You will gain an in-depth look at financial concepts such as TCO, NPV, IRR, DPP, PB and Impact on Surplus/Deficit generation. 

After analyzing your target agency, you will develop a value proposition and have the opportunity to practice presenting that proposition at an executive level meeting.

Objectives

In this workshop, you will gain the ability to:

• Analyze your customer to leverage your solution
• Demonstrate how you can affect your target agency’s strategic needs and financial performance
• Transfer a meeting’s focus from technology solutions to business/strategic solutions
• Develop executive relationships by better understanding executives’ objectives, contemporary regulations, spending trends and proposed budgets
• Gain insight into a client’s potential challenges and how to craft a compelling value to your clients by developing a business case for your solution
• Know your customer better so that you can align your solution with their goals

Customization

All of the Language of Business™ programs are facilitated by senior Does your organization have special needs?  The Language of Business™ will customize this workshop to meet your sales team's current challenge.

To learn more about our customization process, please contact us:
info@thelanguageofbusiness.net or (925) 631-1198