At its own location, the monumental building of KIVI NIRIA in The Hague, participants were welcomed with a bread meal from 18:00. There was an opportunity for networking at the start and at the drinks afterwards. Again, it was busy early on. With 24 people, it was a well-attended masterclass. Fortunately, the first floor was at our disposal, so the company could be divided over three rooms during the group exercise.

Description

Sales and account management is more topical than ever. Many tech companies struggle with questions such as how to get out of price discussions, how to switch from silo-focused to customer-focused, and which account managers are most successful and why? The answer is often sought in theories and practical examples on commerce. Often, the subject of procurement management provides more answers to the challenges of our time. When was the last time you read a book on procurement? This highly distinctive masterclass will offer you many insights.

Target group
The workshop is aimed at all engineers with a commercial role, from board member to account manager

18:00 Reception including sandwich meal
19:00 Start Workshop
- Main concepts in purchasing management and their impact on a sales organisation (team and individual)
- Elaboration case assignment in small groups
- Presentation elaborations of the groups
- Feedback and sharpening
- Action points next period
21:30 Drinks
22:30 End

Speaker(s)

The trainer
Drs. Maarten Colijn is a well-known and much sought-after trainer and consultant in the field of commerce in knowledge-intensive environments. He has extensive experience with e.g. TNO, Joulz, Bosch Rexroth, Philips and Damen Shipyards. He conducts workshops at NEVI. Together with Prof Willem Verbeke, Professor of Sales and Account management, he is co-owner of Professional Capital. See also: http://nl.linkedin.com/in/maartencolijn

Location

KIVI NIRIA building

Prinsessegracht 23, 2514 AP The Hague

Organiser

Southern Region

Commercial Engineer

Name and contact details for information

Henk Bergsma

hendrikbergsma@cs.com