Sometimes friction between sales and delivery can result in more creative solutions for clients and propel LSPs forward. However when friction devolves into unhealthy conflict it have the opposite effect, making it harder to win new business and/or grow existing accounts. If you have the sense that – your LSP is experiencing the latter, then this workshop is for you. More specifically, it is for you and for representatives from both your sales and project management teams.
Common symptoms of unhealthy conflict include:
- A culture of blame directed at members of the other group, either overt or a pattern of using “they” instead of “we” when solving problems
- Overt, negative references to compensation plans (commissions, bonuses, etc.)
- Low win rates resulting from PMO pushback on projects that don’t fit into the same pattern as existing business
- High customer churn resulting from sales overselling or lack of PMO understanding of customer expectations
- Low/slow account growth, especially when the customer is known to have plenty of additional work
Workshop Details
In this workshop, facilitated by Bob Donaldson and Jessica Rathke, you and your team will learn to identify these symptoms and constructively address the root causes of conflict TOGETHER and discover how this can lead to more efficient delivery, happier customers and better revenue growth. It will truly be a workshop, not a passive seminar, so bring your team and come prepared to work together through exercises, discussion and case studies that address:
- Sources of conflict
- Personality, cultural and communications barriers to cooperation
- Inadvertent management contributions to conflict
- The cost of conflict
- Opportunities for management to facilitate cooperation
- The benefits of and value proposition for overcoming barriers to cooperation
Expect to go away armed with new ideas for cooperation, practical tools to help you transform your sales and PM organisations and have a renewed appreciation for everyone’s role in company success and a renewed commitment from all concerned to work toward that success collaboratively.
London Workshop:
Date: 21 September
Location: Friend’s House, 173 Euston Road London NW1 2BJ
Suggested participants: sales & sales leaders, project managers & PM management
Price: £900 per person. Multi-person discount available. Please contact Jessica to discuss: info@l10nsalesmarketing.com or click here.
Registration by bank transfer (preferred), please click here and transfer details will be provided.
Registration by credit card: please click here.
USA Workshop:
Plans in progress for a November workshop. Stay tuned for details!