Academy
Every course carries its audience, outcomes and current availability, so you always know what can be scheduled.
Quantifying and defending business cases with customers.
An introduction to identifying and articulating new sources of business value in a customer engagement, and translating those insights into a case an executive buyer will act on.
For: Sales, presales and value consulting professionals
Course detailsA working method for constructing a defensible business case with the customer: establishing the baseline, modelling improvement, stating assumptions and surviving review by finance.
For: Value engineers, presales and consultants
Course detailsProving outcomes after the buying decision.
How to carry an approved business case forward into delivery, run joint value reviews, and produce evidence that expected benefits arrived or were corrected in time.
For: Customer success, delivery and value realization teams
Course detailsStandards, ownership and reporting for value.
Establishing the ownership, standards and reporting needed for an organisation to make value claims it can later defend, and to learn from the investments that underdeliver.
For: Value office leaders, transformation and portfolio governance
Course detailsKPIs, baselines and measurement discipline.
A performance measurement certification course covering KPI selection, documentation, targets and governance.
For: Performance management, strategy and value governance roles
Course detailsProcess, enablement and commercial execution.
How to examine a sales process end to end and remove the points where value arguments break down, decisions stall or business cases arrive too late to influence the outcome.
For: Sales leaders, enablement and operations
Course detailsCourses can be delivered privately for an organisation building a value practice.
