Date 25 September 2008
19 November 2008
27 May 2009
3 November 2009
Location The Hague
Speakers

Report

The CI department is aware that engineers are increasingly expected to contribute in a commercial role in addition to a technically substantive role. One of the objectives of the CI department is to contribute to the development of the skills needed for this.

In the period September 2008 to November 2009, 37 people took part in the 1-day training course "the Engineer as Strategic Interlocutor" in four sessions. The training was developed at the initiative of CI department.

During the training, participants practise finding out what developments are taking place in their discussion partner's market and what impact these are having on his organisation. What challenges does the discussion partner face? How do they deal with them and in what area do they need support? Based on the competences of their own organisation, participants then learn how to formulate a suitable offer, how to present it with conviction and how to overcome any resistance.

During the training, participants are supported by a practical conversation structure and practice with it. The ideas behind the conversation structure are explained where necessary. However, the emphasis during the training is mainly on practice.

How did the participants experience the training?

After each session, the training was evaluated with the participants, both orally and in writing.

The oral evaluations show that the training was experienced as intensive and sometimes "quite confrontational". The participants say they have become (more) aware of the need for good preparation and the use of a concrete conversation structure. This structure, they feel, helps to funnel from often abstract market developments to concrete cooperation proposals. Using the structure makes it possible to get to the point in a relatively short discussion time. Although over 70% of the day was actually spent on conducting interviews, some participants indicated a need for even more practice. There is also interest in a broader theoretical foundation.

In the written evaluations, the training was rated (on a scale of 1 - 10) with an average of 7.6 on 10 aspects. Thereby, the aspects: presentation; application usefulness; practical relevance; and content are valued on average at 8.0. The price/quality ratio; organisation and theoretical underpinning score an average of 7.6. The cases used, the presentation material and the course folder score an average of 7.2.

In summary: based on the 4 sessions, it can be concluded that in terms of form and content, the training met the needs and expectations of the participants. As for the scope of the training, participants indicate a need for more and spread out over a longer period, so that the skills acquired can take root and be practised in practice.

Description

"The basis for a business relationship"

Besides professional knowledge and technical skills, an engineer's commercial skills are increasingly being called upon. A client wants to "see" that his real need is understood by his interlocutor. How do you find out what that need is? And how do you show that you understand that need, and its background. The answer to these questions is the basis for an appropriate solution and the beginning, or confirmation, of a lasting business relationship.
The training has been organised three times before in 2008 and on 27 May this year. The great enthusiasm for participation and the enthusiastic reactions of the participants have made us decide to repeat the training on 3 November next.

PURPOSE
After this interactive training, you will understand the importance of a "strategic partnership" and your role as interlocutor in it. You have gained insight into the conversation structure and know the most important "tools" for acting as a strategic discussion partner and have practised these in a number of simulation conversations. You can "show" in a conversation situation that you act based on your customer's needs and the underlying trends in the market.

THE TRAINERS
Mike Mossel and Hans Ardon together have over 40 years of commercial/technical experience in industry and business services. As individuals, they differ in background and personality. Together, they developed the post-Bachelor course Commercial Engineer for Avans+. Both are self-employed and in this they regularly fulfil the role of strategic discussion partner.

TARGET GROUP
The training course focuses on HBO and WO engineers, who have contact with clients in their professional practice.

09.00 Reception
09.30 Objectives
09.50 Simulation interviews: initial introduction and evaluation
10.20 Peeling model (own role, own organisation, client and market developments)
10.45 What does the role of the strategic discussion partner look like in practice
Strategic triangle, Environmental analysis, Conversation structure
11.30 Break
11.50 Simulation interviews
12.30 Lunch
13.30 Simulation conversations
Conversation structure, Questioning techniques, Listening skills, Giving feedback, Voice use, Talking in benefits, Rebutting objections
16.30 Evaluation and "smart" objectives
17.00 Closing

PARTICIPATION
* Participants will receive a handout after the event.
* The number of participants is minimum 6 and limited to 12.

Location

KIVI NIRIA building, Prinsessegracht 23

2514 AP The Hague

Organiser

Commercial Engineer

Name and contact details for information

Further information at the KIVI NIRIA Congress Bureau, 070-3919890 or via the e-mail address below.

congres@kiviniria.nl