What is Relationship Xpansion?

Relationship Xpansion is a comprehensive skill building and follow through experience developed exclusively for professional services organizations. It helps firms activate client facing service delivery professionals through a repeatable program and process for expanding firm relationships in order to

• Generate incremental leads

• Grow revenue

• Retain clients

• Differentiate from competitors

Workshop

Relationship Xpansion For Professionals is a high impact, 1 day workshop created specifically for professionals and consultants - regardless of service discipline. The workshop helps participants expand their business development "comfort zone", enabling them to engage more effectively.

The workshop targets the majority of your delivery staff, and provides pragmatic skills, tools, and behaviors that can be immediately deployed for maximum impact. In addition, participants will develop goals for their own post workshop behavior change and a customized Relationship Enhancement Activities Plan (REAP) for their clients and contacts. Their plans support the execution of relationship development activities by the participant, and provides a mechanism for oversight and coaching for your firm's management.

The workshop leverages the "Story Centered" learning methodology developed by world renowned cognitive learning expert Roger Schank. Participants are immersed in an actual client scenario throughout the workshop. Business development and relationship enhancement skills are aligned with learning objectives, and delivered at critical points of the scenario where students are most open to absorbing the content

Post Workshop 'Aftercare' Experience

The Gray Matters Rx for Professionals Workshop includes a comprehensive series of post workshop aftercare “experiences” over a 12 week period to support the retention and integration of the Rx learnings. The Gray Matters Rx Aftercare program includes multiple post workshop “touch points”, while delivering robust management reporting features to track activities and impact in the field. Rx Aftercare engages staff and management, linking the intended Rx behaviors with the current business development processes of our clients.

Rx Aftercare touch points include:

• (8) Brief content “booster shots” via audio podcast

• (6) Bi-weekly requests for goal/activity update from students

• Periodic requests for impact examples and anecdotes

• Periodic Rx skill self assessment updates

• Automated coaching and “Ask the Rx Expert” access

• Group coaching session

• Recommendations on additional touch points

The Story of
Relationship Xpansion

After years as a business development and operations executive working in and with many professional services organizations including IBM, Deloitte, KPMG, Hewitt and other firms of varying size, David Ryan, the creator of Relationship Xpansion, became acutely aware of the challenges these organizations face in an increasingly commoditized services market…

• Difficulty differentiating firms
  from their competitors
• High cost of sales
• Lack of fresh lead generation approaches
• Difficulty in retaining client
  loyalty
• Scalable revenue growth

From the Few to the Many

While working on these challenges with a Big-Four client several years ago, Dave came across  rather obvious, yet unexploited concept. Although traditional sales, marketing and rainmaker efforts generally have a positive impact, there was this whole constituency of players, who if better leveraged, could create exponential impact.  The concept called for “activating” consulting and service delivery professionals to assist in the process of driving relationships within the clients they serve and their own network of personal contacts.

By shifting a firm’s focus from leaning on “the few” to activating “the many,” he found that “moving the needle” even just a few percentage points per consulting professional could have a dramatic impact on adding additional business with existing resources.

Three Years and 1500 Trainings Later...

In the time that followed, Dave and his Gray Matters Group staff have worked with dozens of professional services firms across a wide range of service disciplines.  

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