EXECUTIVE CONVERSATIONS - an intensive ‘boardroom simulator’ providing participants with a series of opportunities to interact with real ‘C’ level executives within the challenging but coaching environment of a development centre.

OVERVIEW

The participants will experience the ‘real life’ dynamics of working in a team through the full business pursuit process:

  • … to build the customer relationship

  • … gain insight into the dynamics of the customer business / industry sector

  • … define their business and personal needs

  • … develop / validate with the customer a proposition and related business case

  • …  propose and seek to secure commitment to the next steps

The programme is led by an experienced executive facilitator together with selected CxO’s who are familiar with the dynamics and challenges of the case study corporate and the industry in which they operate. Each fulfil a nominated ‘C’ level role, typically Chief Financial Officer / Chief Operating Officer  / Chief Marketing and Sales Officer. Their input will be in three key areas:

  • ‘Real Life’ execution of their nominated ‘C’ level role

  • Providing direct ‘in the moment’ feedback thereby coaching each participant as they evidence confidence and capability (the feedback for each individual is captured and summarised throughout the programme)

  • Providing ‘mentoring’ support for one participant team each, to review / challenge progress in both the formation of relationships and the development of the proposition / business case

Participants receive the live business case study (for example BMW(AG) which provides manufacturing, retail, distribution and financial services dynamics) briefing pack prior to the start of the programme and are required to undertake some preparatory work. They will take a fully active role within their teams and attend, either to lead or observe, each of the business simulation meetings with the CxO’s. This opportunity development ‘journey’ will lead to an executive ‘round table’ presentation on day three to gain next step commitment to their compelling proposition.

The standard programme is structured for up to 16 participants working in four teams of four. However this can be re-shaped to reflect the development objectives of the individual customer group.

Duration: 3 Days

DAY ONE: Executive Engagement Workshop – Outline ‘Route Map’
1. The CxO’s reality – ‘Standing in the CxO’s Shoes’ Q&A discussion forum with the three simulator CxO’s focussed on participant concerns about working at CxO level and clarifying ‘What CxOs expect from Vendor representatives, relationships and solutions’
2. Inform Session: Researching and Interpreting the Customer Business Dynamics Effective ‘value consultancy’ techniques for accelerating research into the fundamental dynamics of the target customer organisation
3. Team Presentations: Customer Business Analysis Based on the business case study pre-briefing materials each team presents their initial understanding of the dynamics of the business and initially identified ‘Hot Spots’ particularly relevant for each CxO
4. Plenary Session: The CxO Encounter – Establishing Rapport One member of each team meets with a nominated CxO (all other participants observing) to ‘role play’ the initial interaction … CxO ‘in the moment’ feedback and coaching to highlight best practice
5. Inform Session: Gaining Access, Effective CxO Meetings, Power Questioning Essential principles for establishing personal and corporate credibility Leveraging and validating the research understanding to open business focussed rapport and effective pursuit of valuable areas of opportunity pursuit
6. Business Meeting 1 with individual CxO’s - ‘Contact’ Two members of each team meet with one of the CxO’s (remaining team members as observers) CxO ‘in the moment’ feedback and coaching
 
DAY TWO: Executive Engagement Workshop – Outline ‘Route Map’
7. Business Meeting 2 with individual CxO’s - ‘Discovery’ Two members of each team meet with different nominated CxO (remaining team members as observers) CxO ‘in the moment’ feedback and coaching
8. Progress Review and Reality Check Each team meets with a ‘mentoring’ CxO who reviews progress achieved, headline lessons learned and next steps in relationship development
9. Business Meeting 3 with individual CxO’s - ‘Discovery’ Two members of each team meet with nominated CxO (remaining team members as observers) CxO ‘in the moment’ feedback and coaching
10. Business Meeting 4 with individual CxO’s - ‘Building Off Discovery’ Two members of each team meet with a nominated CxO (remaining team members as observers) CxO ‘in the moment’ feedback and coaching
11. Inform Session: Value Proposition and Business Case Fundamentals
  • Shaping the Value Proposition
  • Selecting and using relevant Success Stories to underpin the outline Value Proposition impact and credibility
  • Understanding the Value Proposition and how this drives the potential Client Business Case … essential business case evaluation principles
  • Establishing and responding to the relevant CEO / CFO decision criteria
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    12. Business Meeting 5 with individual CxO’s - ‘Shaping Ideas for Solution and Benefits’ Two members of each team meet with a nominated CxO (remaining team members as observers) CxO ‘in the moment’ feedback and coaching
     
    DAY THREE: Executive Engagement Workshop – Outline ‘Route Map’
    13. Inform Session: Maintaining Momentum
  • Importance of securing Exec sponsorship
  • Mapping the Attitude and Influence of the key stakeholders
  • Recognising personal and business motivations
  • Jointly shaping the approach / proposition to improve CxO ‘ownership’
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    14. Business Meeting 6 with individual CxO’s - ‘Asking for Support and Commitment’ Two members of each team meet with a nominated CxO (remaining team members as observers) CxO ‘in the moment’ feedback and coaching
    15. Business Meeting 7 with sponsoring CxO – ‘ Final Proposition Shaping / Validating Exec Sponsorship’ Two members of each team meet with a nominated CxO (remaining team members as observers) CxO ‘in the moment’ feedback and coaching
    16. Exec ‘Round Table’ – Presentation of Value Proposition / Gaining Commitment Each team presents with other teams observing CxO team feedback after ‘Round Table’ meetings
    17. CxO Individual Feedback and Team Coaching Each team meets with a ‘mentoring’ CxO who reviews achievement and highlights personal and team development achievements and essential areas of further development focus
    18. CxO Business Feedback CxO feedback of reflections and headline summary of the essential ‘real world’ implications of the interactions over the three days
    19. Programme Summary Sharing of participant personal commitments to action.