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

Making the Client-Value Connection Course

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