Be prepared...for Competitive Dialogue.
The challenge was to train a group of managers who were inexperienced in the Competitive Dialogue process for not one client but two, who were undertaking this process at almost the same time.
To add to the challenge, none of the managers had any experience of Competitive Dialogue, and not much experience of attending formal interviews or presentations.
Their expertise was in operational service delivery, hence why they had been put forward for these strategically important contracts!
The solution was to run one workshop to give them an overview of what the Competitive Dialogue process consisted of in terms of the framework for the process and thus give them an understanding of what they should expect and what would be expected of them.
Next we ran a full day workshop for them focusing on asking the right questions and asking them in the right way to uncover the key information that they would need in order to be able to formulate the optimum technical solution for the clients. At the same time we focused on how they in turn should answer questions. Read more..........
To add to the challenge, none of the managers had any experience of Competitive Dialogue, and not much experience of attending formal interviews or presentations.
Their expertise was in operational service delivery, hence why they had been put forward for these strategically important contracts!
The solution was to run one workshop to give them an overview of what the Competitive Dialogue process consisted of in terms of the framework for the process and thus give them an understanding of what they should expect and what would be expected of them.
Next we ran a full day workshop for them focusing on asking the right questions and asking them in the right way to uncover the key information that they would need in order to be able to formulate the optimum technical solution for the clients. At the same time we focused on how they in turn should answer questions. Read more..........
To stand or sit? That was the question! (And we won!!!)
When faced with a client who refuses to stand up to deliver a formal presentation to their prospective client what do you do?
The answer is to forget convention and work with the project manager to find alternative ways of ensuring the key messages get delivered to the client effectively.
The solution was that we created a presentation that when delivered in front of the client looked as though the delivery team were talking amongst themselves – as though they were discussing what they should tell their client and what key points they wanted to raise. The impact of this was quite dramatic. It came across as very relaxed and informal and exuded confidence and also the collaborative behaviours that we knew the client sought from prospective delivery firms. Read more......
The answer is to forget convention and work with the project manager to find alternative ways of ensuring the key messages get delivered to the client effectively.
The solution was that we created a presentation that when delivered in front of the client looked as though the delivery team were talking amongst themselves – as though they were discussing what they should tell their client and what key points they wanted to raise. The impact of this was quite dramatic. It came across as very relaxed and informal and exuded confidence and also the collaborative behaviours that we knew the client sought from prospective delivery firms. Read more......
Case Study No. 3
This case study will be published very shortly.
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