Business analysis is an essential discipline for organisational success. Our discipline spans not just projects, but also the definition of strategy and much more. As organisations mature, BAs are often seen as internal consultants acting as a liaison amongst stakeholders and our scope for engagement widens.
As this happens, the skill-set and capabilities required by BAs subtly shifts. We might not be guaranteed early engagement on every project and proving our worth becomes essential. The art of sales—building awareness and interest in the holistic nature of the consultant analysis services we provide—becomes paramount.
In this presentation, Adrian Reed will explore the importance of softer “sales” skills, avoiding the clichéd “shiny-teeth-and-cufflinks” sales approaches that we all dislike. You’ll hear practical tips including how to:
– Gain wider engagement by articulating a BA value proposition
– Sell the benefits of engaging an analyst
– Foster and manage ongoing stakeholder relationships
About the Speaker
Adrian Reed is a true advocate of the analysis profession. In his day job, he acts as Principal Consultant and Director at Blackmetric Business Solutions where he provides business analysis consultancy and training solutions to a range of clients in varying industries. Outside of work, he is President of the UK chapter of the IIBA and he speaks internationally on topics relating to business analysis and business change.