Learning platform
EN 
DE Training module
SANC
Selling and Negotiating Change Requests
This way, your consultants and project managers will learn how to better handle customer requests for changes.
3 days
Level 2
Objective
To use
Requests
FAQ
These soft skills are promoted:
Soft skills
Soft skills
Moderate
Soft skills
Convince
Soft skills
Negotiate
Soft skills
Sell
Support your project managers and project employees with this training!
You want profitable projects and satisfied customers at the same time? But scope creep reduces your margin? Then your consultants and project managers should learn how to better deal with customer requests for changes!
The prerequisite is to recognize change requests as such in the first place, then the effects for both sides must be analyzed and the CR process must be strictly adhered to. If the agreements are interpreted differently Your people must be able to negotiate well – and know how to sell a CR as an additional service.
Target group
Consultants and Project managers - and all those who want to reconcile customer satisfaction and project margin through professional negotiation in difficult situations with the customer.
Training Objectives
Recognize potential “out of scope” situations in a timely manner and respond to them professionally
Identify the impact of change requests and present them to the customer
Prepare CR negotiations in a structured manner and conduct them in a goal- and customer-oriented manner
Resolve or neutralize stalemates
Dealing with emotions and pressure from customers
To use
The consultants have learned how change requests can become a meaningful, conflict-avoiding, clarity-creating instrument for customer management. Through proactive change request management, consultants can prevent scope creep in projects – and through skillful negotiation even Opportunities for additional business Clear win-win options ensure that the consultants' services are monetarily recognized and mutual respect is increased.
Your contact person
Harald Jansen
Phone: +49 8063 200920
E-mail: harald@jansenacademy.biz
3 days
Level 2
These are the next steps
If you are interested in our soft skill program for IT consultants, your path to us is very easy:
1
Step 1:
2
Step 2:
You describe to us your initial situation, your challenges and objectives.
3
Step 3:
4
Step 4:
We plan the implementation together.
We speak the
Language of the consultants
+49 8063 200920
training@jansenacademy.biz
FAQ
Is it even the job of project managers and consultants to conduct negotiations?
We think that all project managers and consultants understand should, how a professional CR negotiation works, and what tasks the various roles have to perform. They should therefore be given a correspondingly coordinated mandate in the event of negotiations. This increases the probability that the case will not end up in the steering committee in the first place and the authority of the project management and the team is promoted.
Negotiations are not that common in our country, so is this type of training even worthwhile?
Precisely because it does not happen every day, Templates and basic skills for preparing for and dealing with such situations We provide extensive material and train these skills and practice with very realistic scenarios, such as those that often occur in IT consulting.
These IT consultancies trust us:
