Building trust through understanding, integrity, and representation.
Live online · Six-hour session · Five instructional hours
People may be comfortable talking to you without trusting you with what really matters. And when commitments have been missed, you can find yourself carrying the weight of disappointment you didn’t create and can’t fix on your own.
You don’t build trust by defending one side, complaining about the other, or promising things you can’t deliver. You start by understanding what people expect—and showing that what they tell you makes a difference.
This course focuses on one-to-one conversations with business and provider partners. We’ll practise helping people articulate their expectations, agreeing on what can be shared, and returning to the conversation with meaningful updates.
The aim is to become someone partners rely on to understand their interests and represent them with integrity—even when they aren’t in the room.
What we’ll work on
- Creating enough safety for people to speak openly.
- Listening without defending, blaming, or jumping to solutions.
- Helping partners express and refine expectations in their own words.
- Agreeing on what may be shared, with whom, and how.
- Following through without promising outcomes beyond your control.
- Returning to expectations as circumstances and priorities change.
We’ll practise the conversations and use a simple record to support them. This isn’t about scoring expectations or telling partners what should matter to them. It’s about understanding, staying aligned, and making your contribution visible through consistent follow-through.
Who it’s for
Practising BRMs who want to deepen relationships beyond cordial exchanges and become a trusted part of how their partners work.
Format and duration
Live, instructor-led online, with discussion and practical exercises to practise both the initial expectations conversation and the follow-up.
Six hours, including five instructional hours, one 30-minute break, and two 15-minute breaks.
Bring this course to your organization
Want to work through these challenges with your colleagues? Contact Value Shepherd to discuss an in-house session.
Upcoming sessions
Choose a scheduled session below, or contact Value Shepherd to discuss delivery options.
Becoming an Integral Partner
23 Oct 2026
Becoming an Integral Partner - BRITE Masterclass Series
From 9:00 am until 3:00 pm Timezone: Mountain Time (US & Canada) time
Online