Becoming a Business Partner Series

Nov 19, 2009

Becoming a Business Partner: Tip #2 – Establish a Consultative Relationship with Your Client

How do we expand our relationships with our clients from “order-takers” to trusted advisors? First, and foremost, we need to begin by changing our mindset that we always need to say “yes” to our clients. When our clients approach us about a specific training need, transition the conversation from solutions to open-ended probing questions, targeted to identify the true performance and business need. After all, what value are we providing to our clients if we provide learning solutions that do not impact their business results? Try something like this…. “I want to be sure that we provide you a solution that solves your business need. Do you mind if I ask...

How do we expand our relationships with our clients from “order-takers” to trusted advisors? First, and foremost, we need to begin by...

Oct 29, 2009

Becoming a Business Partner: Tip # 1 – Know your Client Inside and Out

by Sherry Engel So how do we get to the point that we know the client so well that we become a...

by Sherry Engel So how do we get to the point that we know the client so well that we become a...

Oct 16, 2009

Becoming a Business Partner Tip # 4: Link Learning and Performance Interventions to Business Impact

by Sherry Engel According to an ROI Institute study of Fortune 500 CEOs, 96 percent of executives want to see the business...

by Sherry Engel According to an ROI Institute study of Fortune 500 CEOs, 96 percent of executives want to see the business...