Event Overview

Effective business developers know that appropriately influencing new and existing clients is not about manipulation; rather it is a profoundly important behavior in establishing and building an effective client relationship. In this thought-provoking event, you will learn the critical difference between influencing power (which focuses on your client's needs) and coercive power (which disregards your client's needs). You will discover techniques to build influence with clients, to use influence with integrity to help clients make solid decisions, and to sustain influence with clients in ways that will benefit both them and your company.

Who Should Attend this Event:

People who wish to increase his or her own influence in an effort to build more productive relationships with clients.

Event Outcomes

Participants of this event will leave with the ability to:

• Differentiate between influence and coercion.
• Build influence with new or existing clients by clarifying and supporting their needs.
• Act on enhanced knowledge of how peoples' behavior is influenced by others
• Positively influence clients without 'manipulating' them
• Increase personal influence by bringing relevant knowledge   and skills to the client
• Sustain influence with clients by following through on commitments, and contributing suggestions for future business opportunities
• Apply specific strategies for influencing people

Event Key Topics

• What Influence Is—and Isn't!
• Bases Of Power
• Exploring Ethical Considerations
• Building Influence: Defining Relationships and Expected Results
• Using Influence: Providing Expertise to Clients Resulting in High-Quality Decisions
• Sustaining Influence: Demonstrating Commitment and Support to Your Client

Event Length: This event runs 1/2 day