There are 7 participants for this 5th performance of the workshop. This now brings the total number of participants to 45. Once again, an enthusiastic group. The threshold for active participation is recognisable. Of course, it is quite confronting to show, in front of the group and without preparation, how you conduct a strategic conversation. Once the cold feet have been overcome and as the participants get to grips with the conversation structure, conducting such a conversation gets better and better. During the oral evaluation, participants are reminded of that first conversation of the day. It is always nice to see when participants become aware of the progress they have made in one day. Everyone does realise that this day was a first start.

Quotes:

"Meaningful, found areas for improvement, and that was exactly what was intended."
"Very nice training, an eye-opener."

Description

The Engineer as Strategic Interlocutor.

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 four times before in 2008 and 2009. Because of the great enthusiasm for participation and the enthusiastic reactions from participants, we have decided to repeat the training on 19 October.

PURPOSE
After this interactive training, you will understand the importance of a "strategic partnership" and your role as a discussion partner 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. Both are self-employed and regularly fulfil the role of strategic discussion partner.

TARGET GROUP
The training is aimed at 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 Peel 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: Conversation structure, Questioning techniques, Listening skills, Giving feedback
12.30 Lunch
13.30 Simulation conversations: Voice use, Talking in benefits, Rebutting objections
16.30 Evaluation
17.00 Closing

SPECIFICATIONS
* Participants will receive a handout at the end.
* 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