Live Webinar – October 13th 2015, 10:00 am – 11:00 am EDT
Offered by: Global Knowledge UK  (REP 1999)
Duration: 1 hour 1 PDU / 1 CDU Credits: 1 PDU Category A – Free PDU

Note: Although Global Knowledge is an REP this opportunity may not have a course number and may need to be recorded as a Category C PDU. Contact Global Knowledge for further information.

Having developed the insight in to the customer’s organisation and environment,  in the previous session – Uncovering Customers Business Needs; the next step is to engage with the key stakeholders

These stakeholders are likely to be more senior than in previous engagements and this can present challenges such as understanding who they are and how to gain access to them, as well as how to engage with them to ensure the best results.

This webinar focuses on the steps required to first identify, then target the ap-propriate stakeholders and how to elicit requirements from them.

The key techniques and tools covered are:

• Stakeholder Power Grid
• Actions to be taken with stakeholders
• Level of interest and power
• Strategic Question Asking Framework
• Structured approach to meetings
• Process driven meeting approach to reach a specific goal

This  webinar is in GK’s new Weekly series:
“The Sales Excellence Webinar Series for Business Outcomes.”

Watch for these webinars on PDU Of The Day:

• Changing The Sales Engagement
• Uncovering Customers Business Needs
• Engaging with Customer Stakeholders
• Translating Requirements to Capabilities
• Managing Customer Business Requirements
• Modelling the Customers Business
• Developing Business Acumen
• Creating the Solution Business Case
• Delivering Benefits Realisation to the Customer
• Additional Development Support and Tools

PDU Category C (PMBOK 5) documentation details:
Process Groups: Executing
Knowledge Areas: 4- Integration 5 – Scope 8 – Quality

• 5.6 Control Scope
• 9.3 Develop Project Team
• 13.1 Identify Stakeholders
• 13.3 Manage Stakeholder Engagement

As a Category C ‘Self Directed Learning Activity’ remember to document your learning experience and its relationship to project management for your ‘PDU Audit Trail Folder’

Click to register for PM Strategic Planning & Sales Excellence Series: Engaging with Customer Stakeholders