Creating demand for insight and delivering beyond expectations.

This one day masterclass is designed to help those who have come from a research or intelligence background transition into a more outward looking role built on strategic relationships.  You may be working in a formal business partner role on the client side or a significant part of your role is stakeholder facing. Drawing on extensive account management and business partnering experience this programme goes beyond managing transactional relationships and uses advanced relationship marketing skills to help client side insight professionals make connections, build value and proactively promote the value of the function to the business. 

Who will find it useful

Clientside insight professionals.


Although business partnering has become a model adopted by many shared service functions over the years, it often fails to be implemented effectively because the skills required are different to those expected of practitioners in the service function.  The aim of this session is to help client side insight professionals build the skills required to shift from providing a responsive service model to one that delivers proactive solutions and advisory support to the business.  

The core objectives of the programme are to:

  • Help you to engage with the right people at the right time to co-create solutions that meet commercial objectives
  • Build confidence in your sales and marketing skills to enable you to demonstrate the ‘art of the possible’ to current and prospective stakeholders
  • Create a demand for advisory support and broader solutions, not just specific analytical or research requests

Learning outcomes

  • Understand the core principles of business partnering and how to create mutually valuable strategic relationships
  • Understand how to build credibility through balancing expertise, commercial acumen and empathy
  • Able to design and deliver effective business partnering conversations and meetings
  • Able to plan, create and deliver proactive communication to promote services

Outline of the day

The training will include the following sections:

  • Why this session – defining success, benefits of business partnering approach and objectives for the day
  • Strategic assessment of stakeholders – mapping sponsors, economic decision makers, data users and technical gatekeepers and defining how each relationship should look and feel
  • Building trusted advisor relationships – a formula for providing real value
  • Relationship planning – how to create an optimum contact plan for your key relationships, so that you can contact with purpose
  • Selling skills – finding the sweet spot and how to promote the great things the team can offer
  • Action planning – what next, how to embed the learnings


Caroline Florence


The Old Trading House, 15 Northburgh Street,London,EC1V 0JR

Caroline Florence is the founder of Insight Narrator, an independent training and coaching consultancy that helps professionals working with research and data increase the impact of what they do. Caroline is passionate about turning evidence based insights into commercially relevant stories that drive engagement with ideas, influence decision making, inspire others and improve results.

Prior to establishing Insight Narrator in 2012, Caroline spent 15 years working in market research, competitor intelligence and data analytics roles on the both supplier and client side, with companies as diverse as Masterfoods, Mitchells & Butlers and the Royal Mail Group. Whilst at Royal Mail, Caroline was responsible for establishing and leading a new team in the marketing services function to deliver market measurement models, econometrics, competitor intelligence, pricing and segmentation models to the business.

In her senior agency side role for Synovate/ Ipsos, Caroline held various leadership positions in both the UK and Australia and was responsible for motivating and coaching large teams of researchers and analysts to perform at their best and deliver real insights to clients across multiple sectors.

Additional Information

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