Strategic Partner Relationship Management for Motor Retail Training

Learning Outcomes

• Apply principles of strategic partnership management to identify and prioritize key partners in a motor retail context.
• Analyze the needs and expectations of strategic partners to align them with business objectives.
• Evaluate the effectiveness of existing partnership agreements and recommend improvements.
• Design a relationship management plan that includes communication strategies, conflict resolution, and performance metrics.
• Implement strategies to enhance trust, collaboration, and value creation with strategic partners.
• Demonstrate the ability to monitor and report on partnership performance using key indicators.

Target Audience

Dealer principals, sales managers, after-sales managers, and business development managers in the motor retail industry who are responsible for managing relationships with strategic partners.

Prerequisites

None — open enrollment.

Course Outline

Practicals

Overview

Practical sessions allow learners to apply strategic partner relationship management concepts in simulated and real-world scenarios. Learners will engage in role-playing negotiations, develop joint business plans, and analyze partner data using PRM tools, ensuring they can manage partnerships effectively upon course completion.

Practical Activities

• Stakeholder Mapping and Communication Plan — Learners map stakeholders for a fictional dealership and create a communication plan tailored to each partner type. (8h)
• Partner Onboarding Simulation — Learners simulate onboarding a new parts supplier, including due diligence, contract review, and setting SLAs. (8h)
• Performance Review Role-Play — Learners conduct a performance review with a partner (role-play), using KPI data and addressing underperformance. (8h)
• Joint Business Planning Workshop — Learners work in teams to create a joint business plan with a partner (e.g., OEM and dealership), including marketing and sales initiatives. (8h)
• Negotiation and Conflict Resolution Simulation — Learners engage in a simulated negotiation over contract terms and resolve a conflict scenario using mediation techniques. (8h)

Summatives

Each delegate is assessed continuously throughout the course via daily exercises, scored practical assignments, and a final summative test at the end.

Practical Assignments — 30%

Practical assignments are observed and scored against a rubric during the practical sessions. Each delegate's practical mark is averaged into a single 100% score and contributes 30% to the final total.

Daily Exercises — 20%

Every training day ends with a multiple-choice exercise scored out of 100%. The scores from each daily exercise are averaged across the duration of the course to produce a Daily Average mark, which contributes 20% to the final total.

Final Test — 50%

On the last day a final summative test is written. It is a multiple-choice paper with multiple-answer questions: each question may have more than one correct option, and a single wrong selection on a question marks the entire question wrong — no partial credit. The final test is scored out of 100% and contributes 50% to the overall mark.

Final Total

Component	Out of	Weight
Practical Assignments (rubric-scored)	100%	30%
Daily Average (multiple choice)	100%	20%
Final Test (multi-answer multiple choice)	100%	50%
Final Total	—	100%

All marks are recorded on the AATICD LMS and visible to each learner under their account.

Certificate

How it works

• Certificates are auto-generated on the AATICD LMS as soon as the marks pass the 50% threshold.
• Each certificate is a branded PDF with the delegate's name, the course title, the unit standard ID, NQF level, credits, and the date of issue.
• You can download or print your certificate from your LMS dashboard at any time after issue — there's no reissue fee and no expiry date.
• If you scored under 50% you can sit the final test again at the next scheduled session at no extra cost.

Where to find it

Sign in to the LMS, open your dashboard, and your certificates appear under My Certificates. Each entry has a View / Download button and a print option.

Training Discounts

Group discounts apply automatically — the more delegates you enrol, the greater the saving. Discounts are calculated at 3% per 5 delegates, scaling up to 40% off for 100+ delegates.

Delegates	Discount
5	3% off
10	6% off
15	9% off
20	12% off
25	15% off
30	18% off
50	30% off
75	35% off
100	40% off

3% discount per 5 delegates, up to 40% off for 100+ delegates. Contact us for a custom group quote.