Building relationships with stakeholders who have limited industry knowledge can be challenging, but also rewarding. As a business relationship manager (BRM), you need to communicate effectively, educate respectfully, and collaborate creatively with these stakeholders to achieve mutual value and trust. Here are some tips to help you do that.
The first step to building relationships with stakeholders who have limited industry knowledge is to understand their perspective, goals, and expectations. What are they trying to achieve? What are their pain points and challenges? How do they measure success? By asking open-ended questions, listening actively, and empathizing with their situation, you can show that you care about their needs and interests, and that you are willing to learn from them.
Because we all have been there once or twice, Stay authentic, humble and relatable. Use simple and clear words. Offer support. Be an example, be a mentor.
I like to build Briefing documents that provide a case by case insight on why a project or initiative is worth pursuing. I find breaking down the needs of the problem at hand and stating the pros and cons in simply terms can assist with a stakeholder understanding your objectives and priorities. Otherwise they can get lost in the jargon and trail off into the sunset with no secure understanding of what your trying to achieve.
Consistency in Communications and nurturing Multi dimensional relationship with stakeholders having limited industry Knowledge. Be calm, observant & Consistent. Knock "the door" at right opportunity. Learn the behavioral buying pattern of stake holder, knock the door with required solutions for him & nurture the relationship.
I think often we assume our Stakeholders are well versed with what it is that they are coming to you for. But you you know what happens when you assume.... Yup it makes an ass out of u and me :). I think it is always important to not talk to much industry jargon. It is key prior to having conversations to understand their background. LI is huge for this as we can see what they have done in their previous roles. This then gives you a big indication if they are "in the know" or not. I am a true consultant in my field, and my Stakeholders can 100% look to me for guidance. Because that is what I do, I guid them. In doing so, educate them so they can be "in the know".
Make sure they are a part of the solution and involved in developing the solution. And, that the solution is addressing a need/problem they have, not one you think they have.
The second step to building relationships with stakeholders who have limited industry knowledge is to simplify your language and avoid jargon, acronyms, and technical terms that they may not understand. Instead, use clear, concise, and concrete words that convey your message and value proposition. Use analogies, examples, and stories to illustrate your points and make them more relatable. If you need to use a specific term, explain it briefly and check for comprehension. Remember, your goal is not to impress them with your expertise, but to help them understand your role and how you can support them.
"As a seasoned sales professional building relationships with stakeholders who have limited industry knowledge requires: 1. Pre-work regarding the pain areas a client may have. 2. Effective Listening: about the Pain areas and probable universe of client. 3. Effective communication & Solution Providing techniques on the Basis of information gathered. 4. Educate gently about the Strengths & Value propositions a product or services can have that suits the clients expectations. 5. Feedback: Service call with open error corrections and to fine tune the offer. 6. Timelines & sustain touch points: to serve the Clients on wider dimensions apart from a single offer. 7. Developing Trust in all conversations."
This is, or should be, a standard in all communication. Keep it simple. If you're audience, client, partner, stakeholder doesn't understand you, you've failed at the task in place. And, don't do everything online. Meet a person, pick up a phone and speak to them. Move away from only digital communication.
Simplify is one thing, I had to assist them to convert the whole proposal in their Country's language so that their relevant Ministries could easily understand. It has been like spoon feeding on several occasions.
The third step to building relationships with stakeholders who have limited industry knowledge is to educate them respectfully and gradually about your industry, domain, and capabilities. Don't assume that they know everything or nothing about your field. Rather, assess their level of knowledge and tailor your information accordingly. Provide relevant and useful insights, best practices, and trends that can help them make informed decisions and solve problems. Avoid lecturing, patronizing, or overwhelming them with too much information. Instead, invite them to ask questions, share feedback, and express their opinions.
While sitting in front of a CFO, CEO, Chairman or Attache', I had to recognize their knowledge first and then present my version so that they feel big & respected. I succeeded several times in getting the final deal among half a dozen competitors just because of this strategy. It works. You should never let the decision makers feel small at any point. You are not competing with them, you are selling them.
Building strong relationships with stakeholders who have limited industry knowledge can be achieved through a methodical approach. Understand Their Needs Begin by understanding the specific needs, goals, and challenges of your stakeholders. Empathy is key. Simplify Communication Avoid industry jargon and use clear, concise language. Employ analogies and real-life examples to make your message relatable. Gradual Education. Assess their current knowledge level and provide insights in a gradual manner. Encourage them to ask questions and share feedback. Creative Collaboration. Include stakeholders in defining solutions. Use brainstorming and feedback techniques to engage them in the process.
When a new person joins a committee/project team, they may have an idea that you've tried in the past. The quickest way to dampen their enthusiasm is to shut them down by saying "that doesn't work". It's disheartening & alienating to feel one's contributions aren't welcome. Instead, try: 1) providing a history to any newcomers as part of an induction process, even just 2 minutes, then narrowing in on the current issue at hand that needs resolution (& why) so they can focus on that. 2) if they suggest sthing you've already tried, note it down & keep eliciting more ideas then circle back to that item & say sthing like,"That's a great idea and we've tried something similar in the past. Mind you, that was Y years ago & maybe time to revisit..."
The fourth step to building relationships with stakeholders who have limited industry knowledge is to collaborate creatively and co-create solutions with them. Don't just tell them what to do or what you can do for them. Rather, involve them in the process of defining, designing, and delivering value. Use brainstorming, prototyping, testing, and feedback techniques to generate ideas, validate assumptions, and iterate solutions. Encourage them to contribute their unique perspectives, skills, and resources. Celebrate successes and learn from failures together.
Without collaboration, you are solo player. The other stakeholder must be alongside you in every single step and at every point. His consent and understanding is a must to move forward to achieve desired results, same as in the case of an individual client.
Come to an understanding of what is a shared goal, position all sides as being on the "same team" and all wanting a positive result. That creates a shared purposes, which naturally improves collaboration.
The fifth step to building relationships with stakeholders who have limited industry knowledge is to maintain regular and consistent communication with them. Don't disappear after a project is completed or a problem is solved. Rather, follow up, check in, and update them on the progress, outcomes, and impact of your work. Seek their input, feedback, and satisfaction on an ongoing basis. Acknowledge their achievements and challenges, and offer your support and guidance. Build rapport, trust, and loyalty by being responsive, reliable, and respectful.
Continuous reciprocal communication is a key to success. Major responsibility lies on your shoulders. If communication halts at any stage, you should ignite it with a soft follow up or a diplomatic move, with a simple query or suggestion, etc. This way you can keep continuity to remain connected.
The sixth step to building relationships with stakeholders who have limited industry knowledge is to demonstrate the value and benefits of your work and relationship. Don't just focus on the features and functions of your products or services. Rather, show them how they align with their goals, address their pain points, and improve their situation. Use metrics, testimonials, and stories to quantify and qualify your value proposition. Highlight the value of your relationship as well, such as how you help them learn, grow, and innovate.
Understanding Stakeholder Perspective. To effectively build relationships with stakeholders who lack knowledge, it's crucial add a comprehensive & nuances to the topic. Recognize that these individuals bring fresh perspectives and insights, and their lack of industry bias can be a valuable asset. By embracing their unique vantage points, you can uncover new opportunities and approaches that might not be apparent to those entrenched in the industry. Long term implications fostering relationships with stakeholders. As they gain knowledge and become more informed about the industry, they may become valuable, bringing a fresh & innovative perspective to endeavors. Embracing stakeholders with limited knowledge can be a strategic move.