|
Business
to Business Relationship Management
Workshop Duration
Two Days
Target
Audience
-
All Senior and Middle Managers
involved in Managing Vertical, Horizontal and Associational Business to
Business Relationships
-
High-flying Junior Managers and New
Entrants
Deliverables
An understanding of:
-
The three major types of business to
business relationships
-
How success and failure occurs in
each type of relationship
-
The major tools and techniques
available for forecasting tensions and resolving crises in relationships
Workshop Structure
Day
One: Managing Vertical And Horizontal Relationships
Understanding Vertical Business to
Business Relationships:
Tools and Techniques for Analysing and
Managing Relationships Between Buyers, Suppliers and Customers
Managing Vertical Business to
Business Relationships:
Cases in the Successful and Unsuccessful
Management of Vertical Business to Business Relationships
Understanding Horizontal Business to
Business Relationships:
Tools and Techniques for Analysing and
Managing Relationships with Competitors
Managing Horizontal Business to Business
Relationships:
Cases in the Successful and Unsuccessful
Management of Horizontal Business to Business Relationships
Day
Two: Managing Associational Relationships And Problems In Relationships
Understanding Associational Business to
Business Relationships:
Tools and Techniques for Analysing and Managing
Relationships with Non-Competitors, Public Bodies, Quangos, Suppliers and
Customers
Managing Associational Business to
Business Relationships:
Cases in the Successful and Unsuccessful Management of
Associational Business to Business Relationships
Forecasting and Measuring Tensions in
Business Relationships:
Equity and Non-Equity Based Relationship Assessment
Tools and Techniques
Resolving
Crises in Business to Business Relationships:
Tools and Techniques for Analysing
and Managing the Structure of Power Before and After Relationships are Created |
