Organizational Development Conferences
Strengthening Your Channel Partner Strategy
Designed for executives who develop, manage, and partner across their supply chain and distribution channel, the seminar provides a best practice approach to developing your partner relationships, competencies, and programs.
Designed to cover two days of content, workshops, group problem-solving, casework, and implementation planning. It can be delivered in separate modules to fit your priorities or delivery logistics. Segments such as negotiation skills can be extracted and run separately.
Content of the program:
- Recruiting to the Channel Profile: Finding the right producers to fit the channel strategy is a major factor in building a stable, productive sales force. A review of effective producer data, tactics, and orientation systems provides a base for getting the right people started in the right way
- Determining the ROI on Core Competencies: This begins with the assessment of competencies and a determination of the match between both partners competencies and performance expectations. This involves creating a baseline to determine the return on investment for core competencies and measuring each partner's ongoing performance and productivity.
- Designing and Delivering Programs: Developing long-term relationships depends upon a dependable processes of communication, updates, marketing and professional support, education, and rewards. A look at the match of expectation and delivery on both sides provides the basis for long-term mutual satisfaction.
- Negotiating Ongoing Relationships: The more competitive your position, the more "give and take" there is likely to be in the channel management process. Negotiation skills become more and more important as margins shrink and pressures to "cut a deal" increase.
Contact us for more information on the Channel Partner Strategy Conference.