Making the Client-Value Connection Courses and other IT courses from TEKsystems Education Services

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Course Code:	MQ 314
Course Abstract:	The participant is presented with tools and hands-on activities that will improve relationships between customers and service providers (both internal and external). Problem solving techniques and conveying value are at the core to effective consultation. Real-life participant examples will be used in class exercises. The participant will practice conveying their unique value, structuring a value proposition and aligning provided services to key business drivers.
Audience:	This course is designed for those who are responsible for proposing solutions, presenting ideas, gathering customer needs and closing deals.
Duration:	2 days
Learning Outcomes:	Upon completion of this course, the participant will be able to: > Link client problems and opportunities to client initiatives > Differentiate between value statements and value propositions and structure a value proposition > Propose a solution using the customer’s key business drivers and using their metrics > Develop an executive relationship plan and learn to show value brought to an organization
Course Topics:	Linking the Solution to Client Initiatives and Understanding Business Drivers > Profiling the Business > Linking Problems and Opportunities to Initiatives > Comparing the Metrics of Alternative Options > Demonstrating Your Unique Business Value > Understanding Sources of Differentiation Problem Solving Techniques > Defining the Problem – Root Cause > Group Techniques > Using an Eight Step Model Value Proposition Creation and Delivery > Market Segmentation and Strategy > Characteristics of Value Propositions > Sources of Input > Writing a Value Proposition > Quantifying the Value You Bring > Working Deals From the Customer’s Perspective Financial Analysis of Customer Initiatives > Learning to Speak Your Client’s Financial Language > Using Metrics to Create Value > NPV, IRR, ROI, Payback > Cash Flow Analysis and Why it is Important > Go vs. No Go Decisions Understanding the Buyer “Roles” > Financial > User > Gatekeeper > Influencer > Buyers > Developing the Executive Relationship Plan
Prerequisites:	None

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