Delivery Teams Training
If your Business Central practice growth is limited by scarce delivery resources, this program can help.
Program Overview
Summary:
Neural Impact will facilitate a series of bi-weekly workshops with Business Central consultant recruits to validate on a set of standardized project delivery tools and techniques that support value creation and differentiation in a High-Volume Packaged delivery model.
Approach: Program participants will attend the 4 sessions remotely and must complete self-study and homework in between sessions.
Videos, tools, and content will be available for participants for self-study and workbooks will be provided to complete homework. All self-study and homework will be checked for completeness, and instructors will review a sample homework submission at the beginning of each training session to allow participants to validate their results.
Self-study and homework time commitment of 2-3 hours per session.
Challenges Facing Biz Apps Partners
Program Objectives and Outcomes
Challenges Facing Biz Apps Partners
Partners require further investments in training programs to upskill existing employees or help new hires get up to speed.
Sales and Project delivery teams are focused on customers’ technical business system requirements and processes. Project teams struggle with linking digital transformation to value generation ($) and key performance indicators.
Many consultants are technical/process specialists in narrow disciplines (warehousing, finance, production) and lack a holistic view of what drives client success from an overall business perspective.
Limited selling, objection handling, and client relationship skills in project delivery team s.
Limited accountability/ownership of customer value realization.
Employee job satisfaction, and thus retention, are low making growth difficult.
Program Objectives and Outcomes
Empower partners to scale their business by developing well-rounded consulting recruits.
Customer Emotional Engagement Skills Training for Delivery Resources helps new employees become productive more quickly, accelerates time-to-delivery process, and contributes to partner growth strategy (Increase volume and value of new client projects).
Improve new hire job satisfaction and retention.
Elevate the role of the project manager, and new consultants, to trusted advisor status.
Develop a consistent “business value” approach across partner business.
Appropriate executive communication and effective conflict resolution handling (delivering bad news) can lead to an increase in both employee satisfaction and customer loyalty.
Reduce project write-offs and delivery of “free” work.
Target Partner Personas
Chief Executive Officer
Dynamics Practice Lead
VP HR
VP Marketing
VP Development
Chief Operations Officer
Career Changer
College Graduate
Delivery Practice Consultants
Project Manager
Software Developer
Readiness Content
Skill #1:
Skill #2:
Skill #3:
Skill #4:
Skill #5:
Skill #6:
Skill #1:
Engaging Emotionally, Engagement Psychology, Personas & Communication Styles
Skill #2:
Establishing Relevance, Differentiating/Creating Bias
Skill #3:
Driving Project Clarity, Discovery, and Disclosure
Skill #4:
Identifying Project Risk
Skill #5:
Expanding Business Value
Skill #6:
Overcoming Resistance (Objection Handling & Conflict Resolution)
Virtual Learning Journey
Program Leaders
Joe DeHaai
Chief Sales Strategist
Joe brings decades of experience in the realm of business advisory services, with a laser focus on fostering growth and enhancing customer acquisition. His expertise extends beyond conventional sales processes, embracing the principles of behavioral science to help professional services and technology firms optimize their go-to-market strategies. Joe is renowned for his ability to shift sales approaches from traditional feature-and-function selling to a strategy deeply rooted in industry-specific and business value propositions, harnessing the power of neuro-engagement concepts. During his tenure at RSM, Joe’s leadership steered the business applications consulting practice through a remarkable transformation, propelling significant growth. Under his guidance, the team expanded from a modest 4 sellers generating $15 million in revenue to a formidable force of 32 sellers, collectively driving over $500 million.