Contract troubles? Look at your client engagement skills
By
Nick Wakeman
One executive has called 10-15 percent of contracts are "problematic" and the most common reason is poor relationship with the program manager. Our June 7 course on "Mastering Stakeholder Engagement" will teach you the skills to make that relationship stronger and more fruitful.
We’ve all known contracts that have run into delays, cost-overruns or just plain failed. Challenging contracts are just part of the landscape.
I was talking with a CEO this week and the topic came up.
“I’m convinced that 10 to 15 percent of contracts are going to be problematic,” he said.
There are lots of reasons, he said, but one stands out:
“If I had to put my finger up first it would be on the partnership you have with the government PM… if it isn’t good there’s going to be trouble.”
And I thought right there: that’s why we are offering this one-day training course on Mastering Stakeholder Engagement.
The executive and I were not talking about the course or anything related, so I wasn’t asking him for an endorsement. We were talking about the market and the challenges companies like his face.
But his statement and statements from other executives emphasize to me how critical it is to build a strong relationship with your customer. And a strong relationship isn’t just about being a nice person and always showing up on time.
It’s more than that. You need to be thoughtful and intentional about the relationship. There is a process involved.
The class we are offering on June 7 in partnership with Mastering Business Development Inc. (MBDi) will provide you with the tools to engage with clients and maintain and grow those relationships.
The class will teach you how to prepare, execute and follow through. These are valuable skills that will help you grow and deepen the relationship you have with your customers and prospective customers.
Launching this training initiative is a big step for Washington Technology and that is why I’m so excited about it. Seating is limited, so I urge you to sign up today.