Description

THIS WORKSHOP HAS BEEN POSTPOSED TO THE NEXT YEAR.




Organisations like to position themselves as strategic partners. But are they really? How well do they align their activities with the organisation, business objectives and strategy of their clients? Do they really add value and do their customers feel the same?

The important thing is that the customer actually experiences it that way. Not incidentally but continuously throughout the sales and project cycle. Personal conversations with the customer are extremely important here. To establish why he has which needs and how he would like these to be met. And to get the right advice linked to that.
This requires knowledge of the market and the control mechanisms (technology, structure/process and people), but also the skills to integrate these into a personal conversation.
The programme The Engineer as Strategic Interlocutor provides the right knowledge and skills. But the training goes further. To be effective in practice, it is important to be aware of your own personality and preferred styles and the environment in which you operate. Therefore, a talent scan and coaching "on-the-job" are parts of the programme. This enables you to truly become and remain a strategic partner.

The training has been conducted 4 times before in a one-day programme for KiviNiria CI in recent years. Although that training scored an average of 8 in the evaluations, many participants expressed a need for more background and more practice. This multi-day training responds to that need.

Objective
After attending this training, your client will experience you as a strategic partner because you are able to link your products and/or services to his needs, objectives and strategy. You will have made the step from acting on "product level" to "customer level". In addition, you will switch faster and more effectively in the sales and project cycle towards the customer.

The trainers
Mike Mossel, Kees van Beijmerwerdt and Hans Ardon have extensive commercial, technical and management experience in industry and business services. They are self-employed and regularly fulfil the role of strategic discussion partner themselves.

Target group
The training focuses on HBO and WO engineers, who have frequent contact with clients in their professional practice.

See also strategisch-gesprekspartner.nl/programme
Before the start of the training, the participant carries out an on-line talent scan.

1 or 5 March 2010 (1 hour)
Using the talent scan, an analysis is made with the individual participant of his/her personality traits, career values and preferred styles.
The results of this analysis are used in the training and coaching for tailoring to the participant

9 March 2010 (14:00 - 21:00)
- Strategic interlocutor
What is strategic interlocutor? What should the client experience when and how? And what knowledge, skills and behaviour they need for this?
- Strategic Marketing
- Face-to-face conversations phase 1: market questions and phase 2: organisational impact questions

16 March 2010 (14:00 - 21:00h)
- Internal Analysis
- Face-to-face conversations phase 3: impact vs action questions (steering mechanisms)

23 March 2010 (14:00 - 21:00)
- Steering Mechanism 1 - Technology
- Face-to-face conversations phase 4: collaboration questions and phase 5: supply

30 March 2010 (14:00 - 21:00h)
- Steering Mechanism 2 - Structure and Processes
- Face-to-face interviews phases 6 and 7: commitment questions, closure and rebutting objections

6 April 2010 (14:00 - 21:00h)
- Steering Mechanism 3 - People
- Face-to-face interviews phases 1 to 7

Period between 12 and 16 April 2010
- Coaching on-the-job (1 half-day session - 2 interviews)
One of the trainers accompanies the participant to 2 scheduled interviews as a coach.

20 April 2010 (14:00 - 21:00)
- Conversation skills and conversation structure - final assignment
- Face-to-face conversation phases 1 to 7 based on case

Location

KIVI NIRIA building

Prinsessegracht 23, 2514 AP The Hague

Organiser

Commercial Engineer

MBA

Name and contact details for information

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Programme

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