This workshop is meant for everybody in the firm who interacts with colleagues and of-course for those executives who interact with external clients\business partners. It is particularly relevant for B2B activities involving large value sales. Based on extensive research in the realms of social psychology, Dr. Robert Cialdini, Regent’s Professor of Psychology at Arizona State University, has developed six key principles that can help us recognize the trigger features that increase the probability of success. Pratap Nambiar has worked extensively with Dr. Cialdini and will facilitate the workshop.

  • Enhance relationship development skills to shrink the time to relationships
  • Develop relationship strategies for individual pursuits
  • Increase confidence in helping clients answer “Why your company?”
  • Develop internal trust amongst teams
  • Develop and enhance broader service offerings across the market
  • Accelerate the process of achieving Trusted Partner Status
  • Reach/exceed growth goals


  • One day workshop
  • 18 leaders\managers per session (balanced representation from different business units)
  • One mentor\champion to be present for each session
  • Extensive interaction with your company examples and case studies.
  • One integrated case study to bring all the principles to life.


  • Reading Materials – One write up on the subject. Include message from the CEO
  • Each participant will bring one live target to plan how to apply the 6 principles in a live pursuit


  • Module 1: Explore concepts related to Trusted Advisor, relationship principles, and integrity, empathy, loyalty, etc., establish relevance of six principles
  • Module 2: Reciprocity
  • Module 3: Liking
  • Module 4: Authority
  • Module 5: Consistency
  • Module 6: Consensus
  • Module 7: Scarcity
  • Module 8: Integrated Case Study
  • Module 9: Live Pursuit Planning and Discussion; coaching/mentoring

Estimated Costs

  • Development and Facilitation cost estimated at us$1000 per attendee
  • Materials costs include a binder, cue card, and certificate
  • Event costs including location, space, refreshments, and meals, AV equipment to the client’s account
  • It will be necessary to interact with each business unit head for at least an hour to help develop relevant examples for each principle. Further it will be necessary to work with the Champion to develop an integrated case study.

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