Relationship Xpansion is a comprehensive skill building and follow through experience developed exclusively for professional services organizations and product firms with a client/customer service dimension. It helps firms "activate" their client facing service delivery professionals through a repeatable program and process for expanding firm relationships.
The goal is simple: to create an army of “mini-rainmakers” (or as we like to call them “mistmakers”) resulting in:
Incremental lead generation
Revenue growth
Client retention/loyalty
Competitive differentiation
The Rx 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. These plans support enhanced field execution and provides a mechanism for oversight, coaching and accountability.
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:
A series of brief content "booster shots" via audio podcast
"Rx in Action" Requests: Periodic requests for activity updates from students
Requests for impact examples and anecdotes
Periodic Rx skill self assessments
Automated coaching and "Ask the Rx Expert" access
Final group debrief/coaching session
Ongoing peer discussions via Rx Alumni Group in Linked-In
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The Story of Rx
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After years working with an extensive array of professional services organizations including IBM, Deloitte, KPMG, Ingenix Consulting and other firms of varying size, David Ryan - creator of Relationship Xpansion learning experience, became acutely aware of the common challenges these organizations faced in an increasingly commoditized services market…
Differentiation from competition
High cost of sales
Lack of fresh lead generation approaches
Maintaining client loyalty
Scalable revenue growth
From the Few to the Many
In time, he realized an entire client facing constituency, delivery professionals, had been left out of the business development process. Yet if better leveraged, could create exponential impact! And Relationship Xpansion (Rx) for Professionals was born!
Rx called for “activating” consulting and service delivery professionals to assist in the process of driving relationships with clients they currently serve and within their own network of personal contacts. By shifting a firm’s revenue and relationship generation burden from “the few” to “the many,” he found that even a minimal “movement of the needle” per consulting professional could have a dramatic impact on driving incremental revenue and deepening client relationships.
Four Years and 2000+ 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.
Created and Offered Exclusively for Professional Services Organizations.
