Workshop Details |
Description |
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Saying "No" to Customers Length: 3-Hrs Audience: All Consultants
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This workshop helps teams develop a lens through which they can see professional services in order to develop reasonable arguments as to why their service is of value and why it should be paid for. It helps team understand that not all customer arguments are sound and that many are either based on flawed logic or are attempting to use leverage that doesn't exist (we call this faux leverage). After learning the framework we put it to the test by breaking up into groups and putting specific project scenarios to the test. PS Principles has these scenarios prepared but can just as easily use scenarios that are more applicable to your organization. |
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Rapid Alignment Workshop Length: 4-Hrs Audience: PS Management & Operations Staff
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Our Rapid Alignment Workshop (RAW) helps teams quickly identify actionable areas of improvement. In rapid succession we walk through all elements of the PS operational workflow to benchmark if we think that the current operating procedures are up to par with our PS Principles' 8K Operating standards. Within a few hours we have usually identified a series of potential initiatives that the professional services team can enact with very little outside approval from the rest of the organization. We then vote as a team on these initiatives and assign forward looking responsibilities for completing them. We conclude the session with agreement on 3-5 key initiatives that the company will take forward in order to rapidly improve the operating efficiency and profitability of the organization. |
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Journey Selling Length: 4-Hrs Audience: PS Sales Teams
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One of our most popular classes with instant actionable impact. In this class we work with the sales team to identify a lens through which we can not only sell professional services but create differentiation against competitors. We identify how product and services selling can separated and presented to a customer in an enticing way that doesn't necessarily set the delivery team up for a series of misaligned expectations. The truth is that we Sales and Services can work well together if they both have a similar lens through which they see their service and a greater understanding of why customers want to buy services. We conclude the workshop with the creation and presentation of multiple sales slides (concepts) that test if the team can present their services to a customer in a way that gets them excited to take the journey with our organization. |
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Effective Project Meetings Length: 2-Hrs Audience: All Consultants
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Meetings are essential for project progress, yet few people can even identify the different ways in which decisions can be made within a meeting. This workshop presents a template for good meeting management but also outlines a series of decision-making models and applies them to specific kinds of project meetings so that individuals can begin to identify how to make a decision in a meeting based on the type of decision being made. The outcome from this workshop is a greater attention to the specifics of meeting management while also helping participants become more effective at using meetings within projects to make decisions. |
