Client Engagement Workshop

Skillbiz is an Asia Pacific consultancy, that assists companies to use their leadership and negotiation skills to add value to their corporate processes. Skillbiz clients are drawn from multi-nationals across Asia Pacific (esp. China), and local small business.

ASCI is offering its Client Engagement Workshop which includes six online instructor led courses. 2 sessions per day with 30-minute break in between. Workshop would start from 10 a.m. (Sydney time). This workshop will help you see the dependency between achieving results and building relationship. We all want yes from our client, so what do we do when we get No. We need to pursue our goals, and respect others who pursue their goals. Sometimes however, we are so pressed for time and outcomes that we make the mistake of being too direct, and too self-focussed.

Like every successful process, there is a structured path, skillset and mindset that can lead us to success. This workshop offers you the means to connect with clients, to influence them, and achieve outcomes that both of you can use as a basis for future dealings. 

Date: 2, 3, 9 Nov 2021 (10 a.m. - 2:30 p.m.) Sydney time [12:00 - 12:30 p.m. Break time]

Session 1

• Prioritise Planning: Have a plan for planning client engagements
• Use a structured approach to setting objectives regarding client engagements. Engage your stakeholders on scope.
• Plan your concessions strategy / predict and learn what the other party (OP) objectives might be, create ‘spaces’ within which to interact with our clients, repeatedly
  

Session 2

• Identify Needs: balancing what people want publicly and privately, identifying stated and unstated needs
• Reading people, emotions and how people make decisions
  

Session 3

• Flex your Focus: balancing appropriate self-interest and service.
• Communication techniques: language structures
• Maximising the value of Shared Interests
  

Session 4

• Engage Resistance: your role as a service provider, how resistance relates to unmet needs and how to engage them
• Language techniques for opening up resistance while being of service
  

Session 5

• Shift Deadlocks, common tactics to confuse, and how to respond
• Deadlock-shifting - practice at trading concessions
• Rehearsing big moments / difficult people
  

Session 6

• Practise Professionalism: self-assessment - adopting standards that promote a culture of success and using a diverse skillset.
• Overview: a meta-review of all techniques and how they integrate
  

Who should attend:

• Sales, Project Managers, Procurement Professionals, Relationship executives, Engineers
• Anyone with a role dealing directly with clients, or who is responsible for people who do.

Key benefits of attending

• Enhance your skills and also your confidence.
• Apply a model that can guide your future client interactions
• Keep your client business secure by prioritising ‘relationship’ as an outcome
• Recognise that your client challenges are common problems, and what to do about them
• Apply the “1 extra” principle: 1 extra hour planning, 1 extra step outside the comfort zone to test the waters, 1 extra detail on a concession, 1 mindful step back from/into a conflict, 1 extra tactic under pressure, 1 extra call to a lost client – any of these on their own can make the investment pay for itself.
  

About the Instructor

Tony Monaghan is the Lead at Skillbiz and a registered Psychologist, with a breadth of commercial experience and psychological depth. He delivers the corporate suite of skills through facilitated workshops, consults to teams preparing for major negotiations, as well as to individuals in executive coaching and in private therapy.

My purpose is to help people “find a way”, whether it be with day to day or long-term, corporate or personal challenges.