Effective communication is the basis of all successful partnering relationships and improving communications effectiveness means improving partnership results.

Interpersonal relationships, morale and motivation are improved through mutual understanding and trust. Internal and external partnership teams achieve synergy and become easier to form, and plans become more effective through clarity and commitment. Productivity is increased as skills and processes are applied.

Channel Enablers partnering Communications Skills (PCS) workshop builds upon our foundation programs to furthur develop the partnering communications skills required to:

• build trusted relationships through effective listening
• assert to partners while maintaining the relationship
• defuse emotionally charged situations
• coach partners to overcome problems and increase performance
• plan for more effective inter-company communication

Workshop Content

Although we think we do it every day, effective communication is not easy - just ‘paying attention’ requires skill and effort. 

In a series of small group exercises participants gain awareness of how some facets of communication can cause partnership problems; they then apply proven techniques to overcome these issues.

Throughout the workshop we gradually increase the sophistication of analysis and response as participants begin to handle difficult situations successfully.

By day two participants are listening with empathy and understanding, dealing effectively with highly-charged emotional topics and applying controlled processes for assertion.

• Raising awareness of common communication problems and their effects on partnering relationships
• ‘Unspoken’ communications – body language and emotion
• Situations where partnership communication skills need to be applied
• Encouraging others to speak - improved ability to ‘follow’
• Reflective listening - improved ability to ‘reflect’ both content and feeling

• Inputting – coaching partners for increased performance
• Effectively asserting to partners to get your needs met while building and maintaining the relationship
• Written communications
• Common issues and problems with written communications, and strategies to overcome these
• Planning and managing effective communications between partners
• Getting it together - personal development planning

Workshop Benefits

Improved internal and external communications effectiveness means improved channel results. These are:

• interpersonal relationships, morale and motivation are improved through mutual understanding and increased trust
• new partnerships can be established and made productive more quickly
• teams achieve synergy and become easier to form, enabling scarce human resources to be deployed and then re-deployed in response to changing market opportunities
• plans become more effective through clarity and commitment
• greater vendor mindshare is achieved as Channel Managers are differentiated by their professional partner-oriented approach
• the ability to ‘coach’ and assert to partners is critical if channel account managers are to make the transition from reactive channel ‘service’ people to virtual sales managers and trusted business advisers
• skills in effective communications lead to more productive partnering relationships where partners develop from ‘believers’ to ‘achievers’

Workshop Format and Media

We believe in small group interactive sessions, so places are strictly limited to ensure quality. Ideal course sizes are between 12 and 18 participants. Larger groups can be catered for using additional Channel Enablers facilitators.

This is a highly participatory program which requires a large room and flexible seating to support role play activity. Partnership case studies are used to practise assertion messages, and guides and templates aid the formation of assertion messages.

Both video and structured feedback from peers and instructors is used to help participants become aware of personal ‘blind spots’ and communication difficulties.  Through discussion and debate each person is helped to relate newly discovered issues and newly acquired skills to their own work and partnering situations. Participants apply their new skills in a meaningful way at the end of the very first day of the course.

At the end of the program, and at several stages throughout the program, participants review their learning and develop specific action plans to sustain improved practices.