on 1 February, the 6th Strategic Discussion Partner training took place. This time in cooperation with Region South at a fantastic location (Hotel Eindhoven).

With 10 participants (unfortunately 2 registrants who did not show up), the total for this course came to 55. After evaluating the previous sessions, we made some content adjustments and adapted the presentation. Moreover, we paid extra attention to preparing the individual cases in which the function, the organisation and the market in which the participant operates are decisive. Most of the group has a commercial role. The participants were again very enthusiastic and participated diligently in the training sessions. The evaluation figures show that the adaptations have been relevant. Average score 8.2.

We are considering scheduling another session this spring (late March).

Description

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.
The training course has been organised five times previously in 2008, 2009 and 2010. Because of the great enthusiasm for participation and the enthusiastic reactions of the participants, we have decided to repeat the training on 1 February in the Eindhoven region.

Goal
After this interactive training, you will understand the importance of a "strategic partnership" and your role as discussion partner in it. You have gained insight into the conversation structure and know the most important "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.

Target group
The training course is aimed at HBO and WO engineers, who have contact with clients in their professional practice.


PARTICIPANTS
Participants will receive a handout afterwards

09.00 - 12:00 Morning portion
12:30 - 13:30 Lunch (included in the participation fee)
13:00 - 17:00 Afternoon portion

Speaker(s)

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 themselves


Location

Hotel Eindhoven, Aalsterweg 322,

5644 RL Eindhoven

Organiser

Commercial Engineer

Name and contact details for information

ing. Henk Bergsma, t: 06 204 92 819 or via the e-mail address below.

hendrikbergsma@cs.com