Core 250 Client Relationships:

Building Trust, Value and Influence

Background:

This program is designed to help individuals, typically at the SA and AP levels, who are moving from being primarily a problem solver and task manager to a thought partner, influencer and advisor to the client. It is the first foundational Core program in our business development curriculum and is designed to be a pre-requisite for the Core 300 and Core 400 programs. The course focuses on the core skills required to develop into a strong client advisor and helps participants start to identify and create messaging around their particular strengths for adding value to the client and ultimately creating demand for themselves and CRA – essentially the beginning of their business plan.

Key areas of focus:

Leader and Trusted Advisor

I. Creating deeply helpful and valued relationships with clients as a leader and trusted advisor

-Putting oneself into the mind and voice of the client to deliver relevant messaging

-Utilizing inquiry and listening skills with discernment, curiosity and engagement to uncover client needs, project and instill confidence and raise your value to clients

Skills and Strengths

II. Identifying and positioning one’s skills and strengths to both internal and external clients

-Articulating a value proposition

-Recognizing when and how to effectively message to clients

Who Would Benefit

Principals
Associate Principals
Senior Associates
Pre-requisite for the Core 300 Program
Pre-requisite for the Core 400 Program

Course Modules

Here's a better breakdown of what you'll be learning inside this Training.

Module 1

Pre-work and Program Orientation

-360 Personal Impact Profile – How are you seen in the minds and hearts of others? Participants will identify feedback providers for a 360 instrument to be completed by stakeholders in their circle of influence; they will also complete a self-assessment

-Relationship mapping – Who are your clients and how are your relationships? Participants will identify key clients with whom they want to strengthen their relationships and provide a difficult relationship scenario they want the group to address

Module 2

Understanding Your Own Professional Impact

-360 results – Where do people see your greatest strengths, contributions, differentiators, growth opportunities? Participants will be coached on how to process and understand their feedback

-Communications – How can you have professional impact? Participants will focus on clear, concise, consistent communications to support messaging their value to others

Module 3

Building Trust and Transforming Relationships

-Building trusted relationships – What creates trust that is foundational to building valued relationships? Participants will focus on Trusted Advisor concepts of building credibility, reliability and vulnerability and how to modulate self-orientation

-Relationship mapping – Who are your clients? Participants will leverage the relationship maps they built to identify challenges, ideas and opportunities for increasing the trust equation and to improve client relationships

Module 4

Transforming Relationships Through Value Creation

-Transformation model – Participants will focus on providing greater value in every interaction by employing listening, powerful questions and inquiry techniques that contribute to the gradual

Module 5

Communicating Your Value

-Personal statement of value – What is your unique value proposition? How can you position yourself, your capabilities and those of CRA in a compelling way? Participants will draft in advance and share with small group.

-Communication of your value – Participants will address the challenges in communicating what they and CRA have to offer, including where and when you get the opportunity and how to make it come across as organic and authentic

-Establishing positive habits – Participants will share ideas and best practices for establishing systems that work to maintain growth and momentum

Meet The Trainers

Kathleen Cabot-Smith

CEO, Chief: Organizational Leadership

Kathleen Cabot-Smith is an Executive Coach and Organizational Consultant with nearly three decades of experience in helping corporate leaders achieve their most ambitious and valued goals. Kathleen has assisted more than one thousand executives and executive teams in more than 200 companies on five continents. She has logged more than 100,000 hours in individual coaching and organizational consultation, helping leaders create environments where people engage, belong and contribute.

Juan Carlos Bernal

Executive Advisor & Coach, Expert: Business Development and Marketing

Juan Carlos Bernal helps professionals develop a more effective leadership style that is authentic as well as increasingly influential. He works with leaders to create an effective personal system for thriving in our hyper-competitive world, while also securing all they have worked for. For over 20 years Juan Carlos has worked as a consultant and business development coach specializing in the areas of marketing, sales and leadership. Juan Carlos is a Professional Certified Coach (P.C.C.) whose passion is to help executives alter their perspectives in order to uncover and maximize their energy and resulting leadership effectiveness.

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