Engineer strategic discussion partner
Date 25 September / 19 November 2008
Location KIVI NIRIA / The Hague
Speakers
Mike Mossel
Hans Ardon
Report
the one-day training course "The engineer as strategic discussion partner" took place on 25 September and 19 November 2008. The maximum number of participants of 12 was quickly reached for both dates.
The aim of the training was to make the participants aware of the importance of acting as a strategic discussion partner, to provide them with the discussion structure and an initial training of the necessary skills.
After a brief introduction, the participants were invited to show in a conversation simulation how they managed without preparation. Although most experienced this as confrontational, it gave a clear picture of the skill level present.
After a brief explanation of the importance of the role of strategic discussion partner and the provision of the discussion structure, it was then practised step by step. Attention was paid to the following conversation phases: introduction, market questions, impact questions, action questions, cooperation questions, the offer and commitment questions.
Although about 70% of the time was spent on practice, participants indicated that 1 day was actually just enough to become aware of their (lack of) competence. Most participants indicated that they would like to participate in a multi-day training in this area. This is being worked on and we hope to be able to offer it in the 2nd half of 2009.
The training was experienced as very instructive and useful, especially due to the practical and interactive approach. In the evaluation, this was assessed on average with a wide 8.
"Pragmatic, directly applicable".
It is certainly our intention to put this training on the agenda more often in the future.
Description
"The real need as the basis for a business relationship"
INTRODUCTION
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.
PURPOSE
After this interactive training, you will understand the importance of a "strategic partnership" and your role in it. You have gained insight into the conversation structure and know the main "tools" to act 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 on the basis of your client'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 (continued)
* Questioning techniques
* Listening skills
* Giving feedback
* Voice use
* Talking in benefits
* Refuting objections
16.30 Evaluation and "smart" objectives
17.00 Closing
PARTICULARS
Participants will receive a handout afterwards.
The number of participants is a minimum of 6 and limited to 12.
Location
KIVI NIRIA building, Prinsessegracht 23
The Hague
Organiser
Commercial Engineer
Name and contact details for information
INFORMATION Information via the e-mail address below.