ULC Course Description

Relationship Management
Control Number: 224
Course Number: 15CRM01A
Length:24
CEUs: 0.0     PDHs: 0.0     LUs: 0.0     PDUs: 0.0     CMs: 0.0     ACE: 0.0     CEHs: 0.0
Purpose:
What is Strategic Relationship Management (SRM) and why it is important to USACE as a reimbursable government agency. In this course students will focus on customer / partner needs, conduct macro trend analysis, identify opportunities for the customer and USACE, conduct a SWOT analysis (strengths, weaknesses, opportunities, threats), determine the types of assistance from USACE the customer most needs, and create an outreach plan to address those needs.

Description:
This course helps leaders and action officers create account plans that lead to productive partnerships. The course content focuses on customers, their needs, and ways USACE capability can be used to help them meet their metrics for success. First, we identify the stakeholders/partners to be considered. We then research their mission statements, goals and metrics to understand their intended direction. Using trend analysis, we anticipate future needs and identify potential opportunities for USACE to help them succeed. This is followed by SWOT analysis to better clarify the best intersection between their needs and USACE capability. From there, we create an action plan, or relationship management plan to knit together their engineering needs with our technical capabilities. This includes using the 5Ps of marketing and IFBP value proposition analysis. Finally, we discuss the outline and content of Account Plans and Strategic Engagement Plans.

Prerequisites:
Generally those who are in direct contact with stakeholders and end-users. Specifically that includes USACE Outreach Coordinators, Account Managers, Project Managers and Program Managers. Sometimes this also includes key project delivery team members who have frequent contact with stakeholders, end-users and project partners. Students should be journey-level or above and have had experience working with outside stakeholders and end-users.

Notes:



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Sessions: This information is updated nightly and may be up to 24 hours old.
SessionLocationStart DateEnd DateSeats Open
1Fort Worth, TX3/21/20233/23/202325
2Huntsville, AL4/25/20234/27/202325
3Fort Worth, TX5/16/20235/18/202325