Face to Face Workshop
BHBIA Empowering the Analyst - Influencing without Authority
Hamilton House, Mabledon Place, London WC1H 9BD
Thursday 10 March 2022, 9:00 AM - 5:00 PM
Our objective is to help analysts move towards being business partners rather than just providers of data. Learn how to influence your key stakeholders so that you can go beyond data analysis to explain the ‘why’ as well as the ‘what’.
Gain the confidence to challenge requests, learn to say ‘no’ appropriately, understand and identify working styles of yourself and your stakeholders with the goal of becoming a trusted business partner through adding additional value beyond the provision of data to the business.
The workshop will be delivered by experienced business intelligence leaders working alongside a professional training consultant.
Provisional Programme
9:00: Coffee and Registration
9:30: Introduction
Objectives, Agenda and Timings Personal introductions. Share biggest barriers to feeling more empowered as an analyst and expectations for the day
10:00: Understanding the Question
A session to provide some practical tools on capturing the question, understanding the business need and contracting expectations
10:30 Active Listening
An interactive session to explore and practice active listening skills framed around a business question in order to truly uncover the need driving the question and assess how this may change your approach to providing the answers
10:50 Coffee break
11:00 Structuring your Argument
A practical guide and tips on how to draw out the story in your data findings and how to structure your contracted deliverables to achieve maximum engagement levels with your stakeholders
11:45 Morning Session Re-cap
A wrap up of the morning session to consolidate the link between the three skills and how these can provide solid foundation for achieving engagement and influence with your stakeholders. A chance to ask any questions
12:00: Lunch
13.00: Data Friend and Data Foe: Are Your Visualisations a Help or a Hinderance?
How to consider the real-life impact of information overload to our field based commercial colleagues, and challenge us all to start with the end in mind when scoping and designing any performance reporting, so that the finished product tells the data story the end user needs to read.
13.45 Tea break
14.00 Social Styles: from differences to common ground
An interactive session to explore and understand how different social styles can impact what you think you are saying and what the other party hears. This session aims to provide guidance on recognising your own and others’ social types and how to communicate with these types effectively in order to engage and influence your business partners
16.30: Wrap up and Close
A final session to link the skills acquired in the morning and afternoon sessions and apply these back to our day to day roles. Here we will come back to our initial objectives and check these have been met, in addition to providing time for any final questions
16.45: Delegates depart
Facilitators
Hannah began her market research career in 2014 after moving from a frontline healthcare delivery role, where she worked in forensic mental health nursing for Nottinghamshire NHS trust.
Hannah has spent much of her career to date helping clients create brand identity strategies and absolutely loves creating deliverables that both engage stakeholders and inspire action.
Having attended BHBIA training events in the past, Hannah is now keen to draw
from her own experiences and share best practice advice as to how to achieve
maximum engagement levels from stakeholders.
Paul has been in the industry since 2001, joining Novo Nordisk as a Business Intelligence analyst, progressing through various BI roles at all levels and now has a leadership position within Sanofi.
Paul has always focused on both marketing and sales information ensuring information and insight is delivered to bridge the gap between the sales, marketing and market access functions with the aim to maximise synergies that ensure marketing strategy turns into sales success. This has culminated in three BOBI awards over the years: best use of secondary data; best customer insight; and best sales effectiveness research. Key projects have included the design and implementation of segmentation and targeting strategies, key account management planning processes with integrated analytics, and sales force optimisation projects – all of which have been intrinsically linked to maximise business return.
Paul is now Chair of the BHBIA and one of his primary areas of focus on the Board is ensuring the needs of the secondary data analysts, field force excellence colleagues, CRM specialists and data visualisation professionals are heard and, more importantly, acted upon.
Kate started her career in Pharma straight out of University in 2005 where she spent time as a Project Manager for a Contract Sales Organisation – fast becoming a jack-of-all-trades for things Sales Team related. This spanned recruitment to HR and CRM systems to sales data analysis. A move within the Business Intelligence departments of one of her clients saw her skill set developed to manage key aspects of Sales Force Effectiveness (including writing and managing incentive schemes, territory structuring, sub national data analytics, CRM system development) in addition to supporting the internal Marketing, Market Access and Commercial teams with their data driven insight generation from Brand Planning to tactical execution.
Prior to setting up KES Consultancy, Kate was a Business Intelligence Analyst at AbbVie in which role she was a member of 3 cross functional brand teams within AbbVie. This not only brought challenges of managing appropriate market, strategic planning and performance data, but also managing priorities, time and stakeholder expectations.
A past attendee of various BHBIA training events over the years, and now a member of the BHBIA Board, Kate is now keen to share her own experiences of managing business questions from the aspect of the analyst. She is a passionate believer in aspiring to shift perceptions of analysts from the people with all the spreadsheets to valued business partners and advisors!
Kate won the BHBIA's BOBI Analyst of the Year competition in 2021.
MEE Consultancy are passionate about motivating individuals, teams and organisations to evolve and grow to exceed their goals and targets. We provide people development programmes that help companies get the very best from their people at work.
The MEE Consultant team are a powerful combination of experienced, highly trained executive coaches with impressive organisational backgrounds and an appreciation of the challenges faced by Leadership and Management teams today. They are also accredited facilitators of globally recognised psychometric assessments widely used within both team and individual development. Full resumes for our Consultants are available upon request.
Additional facilitators to be confirmed
Delegate Fees
'Early bird' delegate fees for bookings made on or before the 13th January 2022:
- Members: £404 + VAT
- Non-Members: £494 + VAT
(These prices include a 10% early booking discount).
Cancellation Policy for early bird bookings: full fee payable / no refunds given; however a substitute delegate can be accepted. (Our standard cancellation policy does not apply).
Delegate Fees for bookings made after the 13th January 2022:
- Members: £449 + VAT
- Non-Members: £549 + VAT
Cancellation Policy: standard cancellation policy applies, as stated on booking form
Online Booking
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