Introduction: From Value Sapping to Value Adding
Part I: Concepts and a Model for Strategic Business Partners
1. Key Concepts for Partnering Strategically
2. The SBP Model
Part II: Building Client Partnerships
3. Identifying Clients and Developing Access
4. Gaining Credibility and Trust
Part III: Identifying and Partnering on Strategic Projects
5. The Logic Used to Identify Strategic Opportunities
6. Reframe Requests to Identify Strategic Opportunities
7. Proactively Identify Strategic Opportunities
8. When the Client Says "Yes"
Part IV: Influencing Business Strategies and Direction
9. Being at the Table
10. Making the SBP Role Real