Description

Professional service industries (such as engineering firms, lawyers, healthcare institutions, accountancy) and traditional manufacturing industries (machinery, construction companies, b-to-b suppliers) often have a narrow view on generating more business. They often think that the only thing customers look at is technical quality and price. Yet everyone also knows that word-of-mouth advertising is incredibly important. It often fills 80% of order books. The question now is what organisations and companies do with this. What are companies doing to make the most of this process? And strengthen it optimally? What are companies doing to get highly satisfied customers to contact prospects as much as possible? Who exactly are these customers and when do they recommend? To whom and about what? In practice, this is rarely applied structurally. In this master class, you will get practical answers to the above questions. You can start right away the next day!

The master class is intended for the professional who regularly makes decisions based on knowledge and insights. A decision-maker who wants to improve the quality of his or her decision-making by applying effective marketing and sales structurally.

The programme is compiled and facilitated by Van Emden Marketing Consultancy bv, b-to-b marketing specialists for "own" wise professionals and management. Bart van Emden started Van Emden Marketing Consultancy BV over 8 years ago. A successful marketing agency focusing exclusively on (technical) professionals. Before that, he worked for 10 years as Marketing Manager at Royal Haskoning. Van Emden studied Mass Communication and Marketing at Radboud University in Nijmegen. He developed a method that allows companies to use their own customers as an extension of their sales in a structured way. Van Emden has published several articles on this subject and is a much sought-after speaker on the subject.

Speaker(s)

Paul Pex - Manager Quality Safety Health & Environment of ECN

The Energy Research Centre of the Netherlands (ECN) in Petten is a purveyor of technical knowledge on energy issues. The institute is going through a radical transition in which development on customer orientation plays a key role. But how do you make an operational start with this? What do you encounter and how do you direct this change process? A candid story about how to get going and how to create the preconditions for organising it.

Arie van Vliet - Director Gouda Vuurvast Services

Gouda Vuurvast Services (GVS) generates few satisfied customers... That may surprise you. What is even more surprising is that 60% of all GVS customers are VERY satisfied. The number of dissatisfied customers is virtually 0%. What is the secret of this? And what do they do with all those VERY satisfied customers? How do they organise the coincidence with this? A very interesting business case explained by the inspiring director of Gouda Vuurvast Services: Arie van Vliet.

Location

KIVI building

The Hague

Organiser

Commercial Engineer

Name and contact details for information

KIVI Department of Commercial Engineering

comm-ing@kivi.nl