Selling Added Value - Course Outline

Before the training starts, you will do some preparation for the programme gathering info about your organisation that you will need during training sessions.

Day 1 - all the theory and context you will need with exercises to apply it and begin measuring your added value with an SROI impact map.

• Understanding the aims of Selling added value and the training
• Introducing Social Return on Investment (SROI) - why use it?
• Scoping the measurement of your organisations added value - how far do you want to go?
• Mapping your stakeholders - what’s important to your buyer?
• Exploring procurement opportunities - where can we sell added value?
• Developing an impact map - theory, examples and then do it!
• Appropriate indicators - How do we link our impact to what buyers want?

Between training sessions you will further develop the impact map for your organisation.  You will need to test assumptions made, consult and think about how to measure things and put a financial value on them.  1-to-1 support will be available for this.

Day 2 - completing the measurement of your added value and looking at ways to use it and sell your organisation.

• Impact maps: issues & challenges
• Exploring buyer’s indicators –what they say they want
• The Buyer’s take - discussion with a Procurement Officer (or other Buyer)
• How to use our added value – examples of tenders and how they are scored
• The Social Statement – how to sell your added value
• Systems & resources – what do you need to do to make this work for you?
• Software – an introduction to some free SROI software to help
• Action planning – what next?

[The training days normally run from 9:30 to 4:30].