West Coast Conference Workshop & Panelists

The Relationship Game

Thursday, February 22
9:15am – 10:15am

Moderator: Shannon Morrison – IM Creative
Panelists: Ali Shah – Senior Procurement Associate, Pfizer; Mary Schaheen – Chairman, Prevail InfoWorks; Nomi Edwards – Heidrick & Struggles; Jeffrey Rohrlick – JAG Global Learning; Kathleen Castore – Head of Supplier Diversity & Sustainability, NA Procurement, Sanofi; Nish Parikh – Co-founder & CEO, Rangam Consultants

The act of going BEYOND CAPABLE means to build a relationship. Join us for an entertaining discussion as we explore how much pairs of suppliers and corporate representatives know about each other. During this workshop session, panelists share their best practices on how to build relationships that extend beyond the capabilities statement.

TAP INTO THE POWER OF PERSUASION
Title does not determine your ability to shape change. Influence is a leadership skill that can be developed. At any level in an organization, influencers can impact direction and outcome. Real influence is earned through understanding ranging perspectives and messaging accordingly. This workshop teaches key skills for influencing effectively whether it is inside an organization or outside it.

BENEFITS

  • Be clear on what you want and what the impact may be
  • Develop a better understanding of the people you want to influence
  • Learn to message thoughtfully and listen well
  • Hone skills to get buy-in for solutions

CURRICULUM

FRAMEWORK FOR INFLUENCE
Begin by understanding the steps to having a persuasive conversation. Then gain clarity about what you want, why it is important, and who it will impact.

CONSIDER THE OTHER PERSON
A key element of any influential conversation is thinking in terms of the other person. How do they operate? What drives them? What might they be thinking?

BUILD YOUR MESSAGING
What is your call to action? What do you want people to remember? We will give you the tools to help make your messaging stick.

SURFACE OBJECTIONS
When having a persuasive discussion, it is necessary to surface the objections of the other party. Understanding these will give you valuable insight into what is standing in the way of moving forward.

HAVING THE CONVERSATION
Listen well to learn how the other person is thinking. Be authentic. Use effective body language. We help you employ skills and techniques to make a persuasive conversation a success.