Strengthening Partnerships with the Partner Value Hierarchy
Building authentic partnerships is the key to greater business value, but how can BRMs strengthen partnerships quickly and effectively even with little relationship context? Understanding and addressing partner expectations is essential, yet without a structured approach, it can be challenging to identify what truly drives engagement and satisfaction.
During the Mastering Your BRM Toolkit event, Jeannine McConnell will lead a session exploring the Partner Value Hierarchy, a practical technique inspired by the Kano Model. This approach helps BRMs identify and address partner expectations with precision, fostering deeper dialogues and transforming partnerships from transactional to strategic, value-driven collaborations. The ability to shift relationships from reactive to proactive enables BRMs to align their efforts with business needs more effectively, creating stronger mutual trust and long-term impact.
The Partner Value Hierarchy offers a structured way to assess and prioritize the elements that truly matter to partners. By leveraging this technique, BRMs can move beyond surface-level engagements and uncover hidden demands that often go unspoken. This deeper understanding allows for more tailored and effective relationship strategies, ensuring that business objectives and partner needs are continuously aligned.
This session will provide actionable insights to help BRMs navigate the complexities of relationship building. Attendees will learn how to use the Partner Value Hierarchy to categorize partner expectations, differentiate between basic needs and true value drivers, and apply these insights to enhance collaboration.
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Whether you are new to a partnership or looking to elevate an existing relationship, this approach equips you with the tools to create meaningful, long-term value.
Join this session to gain a fresh perspective on strengthening partnerships with purpose, ensuring that your role as a BRM drives not only business success but also enduring, strategic relationships that stand the test of time.