Learning and Development
The Chapman Group (TCG) adheres to three basic principles for skill and / or process improvement:
- Keep it simple, relevant, specific to a need, and able to be applied immediately
- Learning is best when it involves experience (activities) and collaboration (sharing)
- Sustainability of the skill and / or process comes from continuous reinforcement by coaching and other support systems: i.e. recognition systems and tools
TCG’s curriculum is around one common theme; enabling Customers and important suppliers to be emotionally engaged by a thorough and mutual understanding and appreciation of relevancy, impact (ROI and solution), delivering to commitments, and fair and reasonable solutions that satisfy needs and address top priorities (challenges, opportunities and visions).
| Program | Description |
| Strategic Account Relationship Management (SMARTs) |
Exploring relationship management practices and processes at both Account and opportunity levels to enable Account retention and growth
|
| Customer Journey Mapping |
Understanding through mapping exercises the Account’s journey at both the organizational and contact level with a strategic supplier; identifying gaps that affect Account loyalty and commitment
|
| C-World |
Sharing of philosophies, practices, and Business Acuity that enable one to attain and sustain C-level relationships
|
| Economic Value Propositioning (EVP) |
Providing in depth knowledge and skills to deliver and validate the ROI being achieved and validated through the entire scope of the relationship
|
| Account Planning |
Focusing on the process, strategic knowledge requirements, methodology, practices, tools, and metrics necessary for the creation and adoption of a Strategic Account Relationship Plan
|
| Leading an Account Team |
Enhance and optimize leadership qualities necessary to lead a cross-functional Account Relationship / Retention Management Team
|
| The Sales Coaching Clinic |
Guiding principles to execute Fact-based sales coaching to enable Teams and members of teams to overachieve their business and personal objectives
|
| Closing the Loop on Customer Feedback |
Capitalizing on voice of customer feedback to set in play actions that create more loyal and committed relationships
|
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