Globalocity Services

Advanced Partner Relationship Management Course Outline

Overview

Organizations rely more than ever on effective alliances and strategic partnerships.  Yet studies consistently show that more than half of these fail to meet their stated objectives. 

During this two day practical and interactive workshop you’ll learn about your partnering style, how to mesh that style with others on your team, and with your partner's teams, and how to consistently improve partnership outcomes.  All key learnings’ will be applied to your own key strategic alliances throughout the program, to ensure tangible actions are taken away from the course which can be applied immediately within your business.

What Will I Get From This Course?

  • • Relating your own circumstances to experiences of world class companies 
    • Increasing partner and alliance results
    • Creating win-win for your company and your strategic partners
    • Setting ground rules and disciplines for your relationships with your partners
    • Developing practical ideas to improve the performance of your strategic alliances
    • Building trust and forging commitment in partner relationships for sustainable development
    • Maximizing profitability through effective support for and to your partners
    • Turning relationship conflicts and competition into more productive performance
    • Accurately assessing and evaluating your strategic partnership performance

    Course Objectives

  • Obtain personal insights and team development that transforms the attitudes of "me" to "we" by creating a sense of duty to each other's success
  • Improved effectiveness in interpersonal relationships - the foundation of all business transactions
  • Understand the transactional, tactical, or strategic opportunities of your key business relationships
  • Create a common understanding of the skills and processes involved in assessing and developing business potential
  • Provides a performance-based partnering model assuring you get the results you need in relationships with your customer, supplier, outsourcer, vendor, or distributor
  • Leave with a specific roadmap and individual action plans to increase team productivity 

Who Would Benefit From This Course?

Members of senior management, project leaders, project team members, heads of Strategic Partnerships/Alliances, Channel Managers, Product Managers, Supplier Managers, anyone who manages key vendor relationships, anyone who supports strategic partnerships, or anyone wishing to learn techniques for maximizing the potential of every key strategic partnership they are part of or have management responsibility for.

Workshop Duration
2 days

Information (Dates, Locations & Fees)
Visit: Globalocity Learning

Related Workshops

Managing, Motivating and Coaching Sales Teams
Channel Management

What Do I Need to Do Prior to Attending?
Prior to attending this workshop, you will be required to take a validated, standardized assessment.

Day One

Welcome Introductions/Learning Objectives/Agenda

Session 1: Creating Productive Business Relationships 

  • Overview of the Partnership Continuum Partnering Process
  • Stages of Partnership Development
  • Stages of Relationship Development
  • Provides the contextual foundation

Exercise                                                                                                                                                 

Session 2: The Partnering Quotient Assessment/Your Individual Partnering Style  

  • Partnering Quotient Assessment: Establishes a baseline for participants to identify and measure their partnering intelligence
  • Overview of the Six Partnering Attributes
  • Partnering styles; variations in partnering approaches
  • Exploring the impact of PQ on relationship building

Exercise                                                                                                                                              

Session 3:  Needs and Expectations                                                                                                                             

  • The Partnership Canvas
  • Understanding and articulating your needs from your business partners
  • Identifying what you think your partners need from you
  • Communicating needs and expectations to your partners

Exercise                                                                                                                                                 

Session 4:  Reviewing the Stages of Relationship Development                                                                 

  • Tuckman’s Stages of Relationship Development; the path of team behavior
  • Moving from descriptive to prescriptive
  • Skills of the Six Partnering Attributes

Exercise                                                                                                                                              

Session 5: Reviewing the Stages of Partnership Development     

  • Overview of the Stages of Partnership Development
  • Identifying what you really need from your relationships
  • Demonstrate the value and ability to build trust and commit to each other’s success
  • Keeping your partners focused on what’s important

Session 6: Self-Disclosure and Feedback Communication Skills  

  • Using the Jo-Hari Window
  • Comfort with Self-Disclosure Assessment
  • Comfort with Giving and Receiving Feedback Assessment
  • The role of self-disclosure and feedback in building trust

 Exercise                                                                                                                                              

Session 7: Establishing Trust to Build Partner Commitment and Loyalty  

  • Complete and review results from the Trust Orientation Assessment
  • Understanding human strategies in building trust
  • Diagnosing damaged trust
  • Identifying your strategy for building trust
  • Learning about the 10 C’s of trust at work

Exercise                                                                                                                                              

Day One Recap and Review

 Day Two

 Recap of Day One

Session 8: Conflict Resolution – Win/Win Orientation 

  • Win/Win Orientation Assessment (assessment taken online prior to session)
  • Understanding the cycle of conflict
  • Getting to the source of the difference
  • Learning techniques for resolving differences
  • Moving to a win/win outcome

Exercise                                                                                                                                              

Session 9: Change Management in Your Relationships  

  • Change Management Theory/Organization Change Model
  • Change Orientation Assessment
  • Understanding the dynamics of change
  • Building a change management plan
  • Assessing your need for control
  • Managing Resistance to Change – Understanding Your Values

Exercise                                                                                                                                              

Session 10: Establishing Relational Expectations 

  • Determine the relational expectations you have with your partners
  • Cover the Six Partnering Attributes
  • Define the specific behaviors you expect
  • Create a communication plan to deliver those expectations

Exercise                                                                                                                                              

Session 11: Working with Difficult People                                                                                                                                          

  • Review the various types of difficult people
  • Understand strategies for overcoming difficult people

Exercise                                                                                                                                              

Session 12: Future Orientation — Are You Making the Right Assumptions?  

  • Understanding the power of language
  • Past/Future Orientation Assessment
  • Applying Past/Future Orientation to organizational culture
  • Moving to the future

Session 13: Comfort with Interdependence 

Session 14:  Develop Action Plan

Day Two and Overall Workshop Recap; Next Steps                                                                                                                              

 

Feedback from prior workshop participants

“WOW! What I learned about myself around my past orientation was astonishing and will really help me both at work and in my personal life.”
– Branch Manager, Washington Mutual, Miami, FL

“Giving feedback has always been difficult for me. The simple steps they showed on giving and receiving feedback were very helpful for me. Thank you.”
– Supervisor, Claims Department, AIG, NYC, NY  

“I’ve always hated working on teams, but now I understand my contribution style and have the skills to negotiate how I can be a team player and still work by myself.”
– Web site developer, Coca Cola, Atlanta, GA

“The course was valuable when working on and applying new skills to real work situations. I took away skills/action plans that I will use in the workplace.”
– Anonymous, Corporate Training Participant

“Taking the Partnering Quotient Assessment really opened my eyes about what it takes to work with our channel partners. I’ve never thought of the relationship-building process before. It made great sense.”
– Oracle, Sakto Wibisono, Channel Development Manager, Core Technology, Jakarta, Indonesia

“This was fabulous. I had many ‘light bulbs’ go on and a load of reinforcements to some of my current positive behaviors.”
– Anonymous, eBenX, Inc. Minneapolis, MN

“This workshop was much more in depth than I could have imagined. It was very valuable to see demonstrated how the complete process works from start to finish.”
– Joan S. Steffen, CEO, JointSolutions Marketing, Santa Cruz, CA

“We could spend a full day (or more) exploring the topic of change and revisiting it again. I think we need the whole company to have an understanding like we’ve gained based on these programs.”
– Call center employee, Bank of America, Charlotte, NC

“Working with my counterparts is an important part of my job, and this has given me insights into how I can better work with people in Europe and the US.”
– Kaneungiit Surihathumrongkul, Country Manager, Thailand, Bangkok, Thailand

“A very valuable experience for me and my organization.”
– David Powelson, CEO, Tri-R Recycling, Denver, CO

“Excellent Program. Truly one of the best trainings I’ve attended. No fluff.”
– Thomas Quill, PMP, Qwest Wireless, Denver, CO

“The intact working groups worked out wonderfully for the procurement team. The vision, mission, and strategic direction outline we began are critical to our organization and we have a great start!
– Engineer, Goddard Space Flight Center, Greenbelt MD

“This is the best training I’ve ever received in 20+ years. I believe this class provides a real vehicle for bringing about the changes that are needed to move our company forward. I am going to recommend that others in my area take this class, and my wish is that everyone in the company would have the opportunity for this important learning.”
– Anonymous, Xcel Energy, Denver, CO

“This put the whole partner relationship into a real human perspective. I am amazed at what I learned in two days.”
– Lee Kwee Heng, Partner Sales Manager, Sun Mircosystems, Kuala Lumpur, Malaysia

“This model really excites me.”
– Carol Harris Director, Management Systems, Xcel Energy, Minneapolis, MN

“I can’t wait to put these concepts into action when I get back to work. They are easy to understand and practical.”
– Karina Ho Portal Services Marketing Manager Asia Pacific & Japan, Partner Operations, Sydney, NSW, Australia

“Really enjoyed! Best course I have been in many years.”
Anonymous, Telecommunications firm

“I never thought about using a relationship-building process before. One reason I attended the course was to better manage my business relationships. I’m walking out with a full plate to work on.”
– Retail Partner Manager, Shell Oil Company, Houston, TX

“As our bank does more international partner-building, this course is invaluable to me. I especially liked the financial case studies. They were very relevant to our industry.”
– Shim Choon Ming, Head, Remisier Management, Maybank Securities, Kuala Lumpur, Malaysia

“My job as Carrier Account Manager means I have to work with all of our telephone partners in Asia. This really helps. I wish my colleagues in other companies would go through this course.”
– Sharon Sim, Regional Business Manager, SingTel, Singapore Telecommunications Ltd. Singapore  

“I originally did not want to be here; however, this has been the best class I have been to while employed here. It contained practical information that can be used by everyone within the organization. I wish we would have had this before; I have been on many teams that have failed.”
– Anonymous, Corporate Seminar Participant

“This is the best training I’ve attended in years. The information was 100 percent applicable to our internal and external work worlds. The conversations/dialogue were very helpful and helped us grow.”
– Business Development Manager, eBenX Corporation, Minneapolis, MN

“Needs to be a stand-alone course for the Center and an integral part of our management leadership development.”
– Training Manager, Goddard Space Flight Center, Greenbelt MD

“All I can say is GREAT! I never thought of partnerships the way you showed them, and I am excited to try this back home.”
–  Wong Kee Poh, Manager, Retail Banking, Public Bank, Kuala Lumpur, Malaysia