Strategic Business Partnering

In today’s competitive business world, organizations have to do more with less and become more productive—with internal shared services groups being no exception. If your organization wants HR, IT, Finance to add greater value to your organization, then Strategic Business Partnering is the solution.

People within organizations have become conditioned to expect their internal consultants to come in with their pre-diagnosed, pre-prescribed solution. During this module, we explore how to become client-centric by placing the internal client’s interests and needs first, and then recommending a solution to meet those needs.

Every contact you have with an internal client is an opportunity to add value. Whether it is communicating an idea or providing a new service, it is important to be prepared for every meeting. During this module, we explore how to effectively prepare for client meetings and establish your credibility as an internal consultant.

A critical component of being a strategic business partner is building a relationship with your internal client. During this module, we explore ways to engage and connect with your clients. We also discuss the effective questioning and active listening skills that enable you to fully understand your client’s issues, challenges, objectives and needs.

The key to being a strategic business partner is to know how you can provide value to your client and to your organization. During this module, we discuss the importance of defining value from the client’s perspective, and we explore how to communicate your value proposition so your clients understand the value you provide as a business partner.

Your solutions must target the needs of your internal clients. This is why identifying your client’s needs and their definition of value is so important. During this module, we explore how to develop a targeted solution, and how to communicate the benefits of your solution.

With a strategic business partnering approach, you are gaining agreement throughout the process by understanding needs, recognizing how you can provide value, and recommending solutions that are on target. During this module, we explore ways to address any client concerns and influence the decision making process.

Performance Outcomes:

• Prepare for internal client meetings more effectively.
• Structure a discovery process to understand internal clients’ needs.
• Demonstrate the ability to ask strategic questions.
• Define how to create value for their clients and their organization.
• Recommend and present solutions that are on target.

Business Simulation:

Strategic Business Partnering includes a business simulation that is threaded throughout the two-day course. The business simulation serves two purposes: 1) to provide an opportunity for the participants to practice the new strategic business partnering skills in a realistic simulated environment; and 2) to evaluate the strengths and development opportunities of the participants.

The simulation includes two teams that compete for the right to do business with an internal client. The scenario reflects a real-life consulting situation and is customized to reflect your business. There are three rounds to the simulation and at the end of day two, the internal clients select the “consulting team of choice” based on how well the team members demonstrated the strategic business partnering skills during the simulation.

Course Length:

Two days

Includes:

Participant materials, development tools, and simulation materials