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confi dent you feel in supporting the sales executives. Here, the conversation should acknowledge that the challenge is real, but if addressed properly, it will benefi t the business as well as help to achieve the executive’s goals. A sign of a good conversation will be that your executive talks more and you talk less.
Step 3: Value propositions Once you have agreed the challenges with executives, you will need to put together learning solutions that will help address them. Make your solutions as compelling and as risk-free as possible so the stakeholder will be keen to sponsor the project. Talk about the people who will be working on this project and their credentials, about similar projects you have delivered for other stakeholders, and about your personal track record.
Use stories and examples of past success to bring your solutions to life.
Step 4: Negotiation Before you negotiate on the scope of the business, timeline, budget and resources, think about the questions your stakeholder will be likely to ask and prepare answers. Practise negotiation with a colleague fi rst to become more confi dent, and acknowledge that negotiation can be uncomfortable, so stay calm and stick to your plan.
Step 5: Close/deliver Deliver on what you promised but, while you are delivering, make sure you keep the executive updated regularly. Not only will this allow them to feel in control, but, more importantly, it will also show that you have everything under control and
they do not have to worry about delivery of the project.
Step 6: Post close/follow up After you have agreed the delivery plan apply for awards and press coverage to make the stakeholder look good. This will earn you the right to be a truly trusted business partner. The way to test if you have reached this status is to take note, when you are invited to meetings, of whether you are given access to any confi dential information or if your advice is proactively sought. n
Jay Sriskanthan
is Senior Learning & Development Business Partner at Telefónica O2 and delivers the Fringe keynote on 16 October
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