CORE 4 - Managing the customer relationship and value journey


February 10-13, 2020 Ft. Lauderdale, Florida

March 10-12, 2020 Prague, Czech Republic

October 12-15, 2020 San Diego, California

July 20-23, 2020 Chicago, Illinois

October 14-17, 2019 San Diego

Participate in an exciting, informative, interactive metric-oriented workshop. During this session participants will take a journey into the future; or is it now? They will experience methods, practices and tools that will optimize relationships with their strategic customers. Participants will experience both sides of the relationship; the strategic customer as well as the strategic supplier. Participants will operate in collaborative teams; group discussion and activity outcome sharing will be part of each content area. Thinking, innovating and challenging are integral parts of this workshop.


  1. How to assume the role of a Trusted Advisor - more than a deal manager
    • Define behaviors and practices of an effective Trusted Advisor; one who Builds strategic C-Level Relationships and enables the creation of shared value
  2. How to implement and utilize a metric-based customer scorecard
    • Share key metrics that Influence success in Relationship Management and the Value Journey; a Dashboard Approach – Measuring so we can improve together
  3. Learn how to measure & strengthen relationships
    • Present and establish methodology, process, practices and tools for mapping, measuring and strengthening Relationships
  4. How to expand share of wallet within a designated addressable market segment and build on / from a metric-based scorecard and Voice of Customer data
    • Demonstrate how to turn knowledge, relationships and metrics into mutually beneficial outcomes / monetized value – through a value journey

Faculty: Dennis J Chapman Sr., Founder and CEO, The Chapman Group