Strategic Discussion – Stepping Away from Cleanup and Focusing on Meaningful Conversations

Track: Relationship Management

Session Number: 2019
Date: Fri, Aug 2nd, 2019
Time: 10:30 AM - 11:30 AM
Room: Grand Sonoran H-I

Description:

Leadership likes to use the phrase “strategic discussions”, but what does that mean and how do you accomplish it? How we moved away from clean up focused Prospect Management meetings and transitioned into a more meaningful conversation with Development Officers about their portfolio and prospects.
Session Type: Breakout Session (60min)

Primary Competency: RM:Competency 6: Prospect Strategy
Secondary Competency: RM:Competency 7: Portfolio Management
Tertiary Competency: RM:Competency 8: Pipeline Management
Intended Audience Level: Level I, Level II
Recommended Prerequisites: none
Learning Objective #1: Attendees will learn how to handle clean up issues before a prospect management meeting and how to pivot conversations to be focused on Development Officer's strategy for qualification, cultivation, solicitation, and stewardship.
Learning Objective #2: Attendees will be able to create a meeting agenda based on their unit's current needs and allow the Development Officer to discuss openly about specific prospects.
Shop Size: All Shop Sizes
Session Type: Breakout Session (60min)

Primary Competency: RM:Competency 6: Prospect Strategy
Secondary Competency: RM:Competency 7: Portfolio Management
Tertiary Competency: RM:Competency 8: Pipeline Management
Intended Audience Level: Level I, Level II
Recommended Prerequisites: none
Learning Objective #1: Attendees will learn how to handle clean up issues before a prospect management meeting and how to pivot conversations to be focused on Development Officer's strategy for qualification, cultivation, solicitation, and stewardship.
Learning Objective #2: Attendees will be able to create a meeting agenda based on their unit's current needs and allow the Development Officer to discuss openly about specific prospects.
Shop Size: All Shop Sizes