Agree personal goals and the customer meetings to practise.
Clarify the roles of business sponsors, users and technical evaluators.
Identify who contributes, who decides and what evidence matters.
Practical exercise: Attempt a meeting opening with conflicting stakeholder agendas.
Take forward: A decision brief and stakeholder map.
Receive specific feedback and repeat a key part of the conversation.
12:30–1:30 p.m. · Lunch
Day 1 · Afternoon
1:30–5:00 p.m.
Explore competing priorities
Explore each stakeholder’s priorities without assuming agreement.
Check what evidence each person needs to move forward.
Ask balanced questions and summarise differences without choosing sides prematurely.
Practical exercise: Practise discovery across finance, technical and operational stakeholder roles.
Take forward: A criteria map showing agreement, tension and missing evidence.
Receive specific feedback and repeat a key part of the conversation.
Day 2 · Morning
9:00 a.m.–12:30 p.m.
Present options and trade-offs
Connect the proposed solution to the buying committee’s criteria.
Handle competing priorities and requests outside the meeting’s scope.
Connect alternatives to stated criteria and clarify authority.
Practical exercise: Facilitate an options discussion with a changed constraint.
Take forward: A concise options record and outstanding decisions.
Receive specific feedback and repeat a key part of the conversation.
12:30–1:30 p.m. · Lunch
Day 2 · Afternoon
1:30–5:00 p.m.
Close with ownership
Distinguish interest from an agreed buying decision.
Confirm the next action, decision owner and evidence required.
Confirm the outcome, unresolved issues, owners and next meeting purpose.
Practical exercise: Repeat the meeting close and write a decision record for absent stakeholders.
Take forward: An agreed decision path and workplace application plan.
Agree two improvements to apply at work and how progress will be reviewed.
Each morning and afternoon includes a short break. Practice groups and timings are agreed so everyone can practise, receive feedback and repeat a key section.
Tailored to your team
We agree the goals, learning outcomes, audience, real situations and activities before delivery. Both workshops combine skills development with rehearsal and feedback; experienced teams can spend more time practising real situations.
Useful preparation: Typical meetings, decision rules, participant roles and difficult group situations. Stakeholder roles, common decision criteria, approval boundaries and meeting examples.
Delivery options: two consecutive days, two spaced days or four half-days following the sessions above. Timings are agreed with you; spaced sessions allow workplace practice between meetings. These are private team workshops; public workshops retain their advertised duration.
