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Building High Value RelationshipsEngaging the Art of Influential ConversationCourse # M126NEW!November 18, 2014Columbia, Maryland$700 (8:30am - 4:00pm)Register 3 or More & Receive $100 00 EachOff The Course Tuition.SummaryDeep, trust based relationships are foundational tobuilding high performing organizations as well asattracting and retaining business. During this one-dayprogram you will learn to apply a comprehensiveapproach to engaging business relationships thatfosters trust and that naturally allows for the creation ofmutually high value business results. The course is amix of instruction and experiential exercises thatensure you embody the concepts. During the exercisesyou will directly apply what you are learning torelationships you are seeking to improve and walkaway with a clear approach for continuing to deepenyour ability to strengthen all of your businessrelationships. Throughout the course you will also beworking on your personal action plan to improvespecific business relationships.InstructorDavid Craig Utts has over 30 years of business experience.He spent his first fourteenyears as a highly successful sales personacross a number of industries includinginsurance, telecommunicationsand office products. He received a Mastersin Organizational Development fromAmerican University in 1990 and hasalso done post-graduate studies in leadershipand development. He is also a “Master CertifiedCoach”, the highest ranking provided by the InternationalCoach Federation. For the past 16 years he hasserved as an executive coach, facilitator and trainer insuch organizations as AT&T, Discovery Channel, Ernst& Young, Lockheed Martin, PriceWaterhouseCoopers,Towers Watson, World Bank as well as many US GovernmentAgencies. David developed Building HighValue Relationships based on his success in sales andthe work he has done supporting senior level executivesto deepen their ability to influence and empower theirexecutive presence.What You Will Learn• Key challenges, beliefs and attitudes that get in theway of your ability to influence others.• The primary mechanisms of influence that must be inplace to overcome these challenges.• Identify and apply a model for engaging in influentialconversations.• Identify successful strategies for building high valuerelationships.• Tools and methods that will allow you to continue tomaster what you learn in the course once you leave.Course Outline1. Introduction. The value of building high valuerelationships, understanding what supports us inbuilding high value relationships and what most gets inthe way of doing so. Eliciting participants specificconcerns to ensure the course will address them.2. Foundations of Influence. Understanding thefoundations for building high value, trust basedrelationships. What is the primary focus we must haveto ensure we are developing trust and deepening valuein our relationships. Introduction to the conversationalmodel.3. Building your personal brand. Building highvalue relationships starts with your ability to lead frompurpose and orient as a value added resource to others.The foundations of building personal brand will beexamined.4. Orienting to High Value Relationships. Thefoundational approach you must take to ensure you willengage others in conversations that matter and forwardvalue.5. The Conversational Cycle. Framing andConnecting. Frame conversations to ensure theyremain focused on mutual value and understand how topowerfully connect with others at the outset of everyinteraction.6. The Conversational Cycle. Exploring andRaising Value. Engage a powerful questioning strategythat allows the conversation to flow towards a mutuallyhigh value outcome and set of commitments thatforward action in a way that serves all parties.7. The Conversational Cycle. Aligning andPrioritizing Commitments Understand why mostcommitments fail and learn how to increase theireffectiveness to ensure you are forwarding.8. Wrap up. Expectations of participants will berevisited to ensure they have been met and there will bean opportunity to receive coaching to fine tune yourunderstanding and application of what was learned.Register online at www.ATIcourses.com or call ATI at 888.501.2100 or 410.956.8805 Vol. 119 – 31