Leaders of high growth potential or complex partnering and alliance relationships must establish cooperative, performance oriented, trusting and productive teams within and between the partnering organizations.

More often than not Channel Managers have no direct authority over key members of their extended team, either within the vendor’s organization or within the partner’s. To achieve success Channel Managers must lead by influence rather than authority.

Leading & Managing Productive Partnerships builds upon other Channel Enablers training and focuses on the skills and processes associated with achieving superior business results with and through people, by unleashing their personal creativity and drive for the common good.

Workshop Content

Partnering activities cut right across the kinds of organizational silos that have been built up within organizations over many years. With changes in technology and international trade, partnership models are evolving all the time - requiring a new, more flexible approach to succeed.

Today’s partnership managers must respond to opportunities and thrive in this dynamic environment – to form and re-form productive partnerships with multiple stakeholders over whom the partnership manager has no direct control.

During this program partnership relationship managers learn to build teams within and between organizations, to become both leaders and managers. Topics include:

• building and maintaining partnership teams
• engaging both hearts and minds
• establishing and building trust
• leadership strategies for different kinds of partners
• leading self and others
• achieving synergy
• the use of ‘power’ in teams
• dealing with hidden agendas
• assertion
• running effective partnership meetings
• conducting partner reviews
• communications plans and meeting matrices
• leading and managing change

Workshop Benefits

Few partnerships become truly productive teams. Sports teams, performers, military units and others sometimes demonstrate the kind of breakthrough results possible when leaders engage both hearts and minds in an environment of high trust and with a shared purpose.

Leading and Managing Productive Partnerships gives partnership team leaders a new understanding of their role and its potential. By leading and managing they can build:

• productive partnerships that aim to achieve more and do what they say they will do
• partnerships that strive to satisfy customers
• deeper, more resilient business-to-business partnerships within which partners meet the commitments they make to each other
• partnerships that are more responsive to change and new opportunity
• greater internal alignment and focus

Course Format and Media

People learn in different ways, so this course employs a variety of learning strategies including team-based workshop exercises, comprehensive pre-work reading and a pre-work test.

As part of a series, this workshop can begin with a review of the partner profiling assignment set during Trusted Partnering Relationships. Experiential exercises are a major part of the program, providing insight and first hand experience of problems and solutions. Tools and guides are provided for use in the field and as an ongoing reference.
 
We believe in small group interactive sessions, so places are strictly limited to ensure quality. Ideal course sizes are between 10 and 15 participants. Larger groups can be catered for using additional Channel Enablers facilitators.