Becoming a Trusted Business Partner

Transcription

1 Becoming a Trusted Business Partner SGD$ 200 Discount if you register before 3 Oct 2012 A 2-day action-learning workshop Are you a Trusted Business Partner in the eyes of your valued customers, or just a good supplier? When: Oct am 5pm Where: Hilton Singapore 581 Orchard Road, Singapore , Singapore The classic older, golfing-type relationship manager is being replaced by younger, entrepreneurial account managers who can cover the numbers and all the surrounding issues rather than show the product benefits and let the customer figure out the business impact for themselves. - EVP Sales for a Global Energy Company The program develops an automatic thinking pattern that definitely yields results. I would strongly recommend the program & the way it is presented. - Sales Manager for a Global Semiconductor Company Image credit: Flickr user jerine

2 Challenge In today s highly volatile market, the need to create strategic, value-based relationships with major customers has never been greater. Your sales and account managers have to understand, not only your own, but also your key customers financial and strategic drivers to continually gain trust and commitment by offering solutions that meet their specific needs and challenges. Page 2 Amidst intense competition, your sales and account teams need to develop strategic account management skills and business acumen quickly to: Impress your customers by learning more about their strategic challenges and drivers Develop trust-based relationships with customers senior managers and CXOs Create a more compelling value proposition for your products, services and solutions, one that is quantifiable and specific to each customer Identify Value Buyers within your customer organizations and how to influence them Articulate insightful value messages in conversations, business dialogues and presentations Reinforce your value messages in conversations, business dialogues and presentations in a way that is more insightful and relevant, for greater impact and to avoid customer nondecisions or delayed action

3 Becoming a Trusted Business Partner Workshop This 2-day workshop will help participants develop the skills and capabilities needed to become a Trusted Business Partner to their customers through lectures, interactive case studies, tools and templates and skill-building exercises. This workshop has been successfully conducted for leading global companies in Technology, Healthcare, Industrial and Engineering industries in the States and Europe and is now coming to Asia Pacific. Participant companies in previous Global Partners workshops include AREVA, Alstom, ST Microelectronics, General Electric, Sodexo, and Cabot Microelectronics. Page 3 Outcomes, participants will learn how to: Analyze and interpret industry and company financial and strategic information, and identify strategic challenges and opportunities most important to senior managers Apply this knowledge to formulate Business Dialogues, which are conversations that establish credibility and trust with customer s senior managers Engage customer s senior managers in Business Dialogues, which position the Account Manager and his company as a Trusted Business Partner Determine how their own products, services and solutions can address their customers pressing strategic challenges and opportunities Quantify the financial impact of their products and services on customers financials and bottom-line Identify and build trust-based relationships with senior managers and CXOs Identify and influence different Value Buyers within the customer s organizations based on quantifiable Value Drivers Develop and communicate value-based messages in customer proposals and presentations

4 Agenda Page 4 Day 1 Introduction and Workshop Plan Know Your Customer Through presentations and hands-on exercises participants learn to analyze and understand customers financial structure and strategic priorities and to identify areas where suppliers can impact customers business results and strategic challenges and opportunities. Application and Tools Used Develop the Customer Profile Tool: Customer Profile Build and Leverage Relationships Tool: Customer Relationship Analysis Identify and Address Customer Needs Tools: Customer Needs Analysis, KANO Analysis Develop Trusted Business Partner Relationships Tools: Business Dialogues Chipscom Case Study, Simulation & Role Play Participants apply Business Dialogues in interviews with Chipscom executives to discuss customer s challenges and opportunities. This is followed by peer reviews and facilitator analysis and feedback. This helps to develop participants skills in business acumen that will better position themselves as Trusted Business Partners. Day 2 Define, Position and Communicate Unique Value Participants learn how to create 'credible value estimates', which are estimates of the impact of suppliers solutions on the customers business results. Participants identify the different value buyers in the customers organizations and the quantifiable value drivers for each buyer. This enables participants to create value-based presentations and proposals which target the specific value requirements and grab the attention of each Value Buyer. Application and Tools Used Define and Position Unique Value Tool: Value Opportunity Plan Create Value Messages Tool: Value Message Templates Communicate Value Tool: Value Buyer Checklist Chipscom Case Study, Simulation & Role Play Business Dialogue interviews with Chipscom managers, including Sourcing Managers and Technical Reviewers to enable participants to identify different Value Buyers and to create value-based presentations and proposals. Additional Workshop Takeaways Unique Excel-based Toolbox, containing the tools used in the workshop Financial Savvy Guide, containing definitions and calculations for all financial metrics used in the workshop Chipscom Case Study and supporting materials, including financial metrics and ratios Image credit: Flickr user Horia Varlan

5 About the Workshop Leader Page 5 Paul Hesselschwerdt President, Global Partners Inc. Paul has been a senior executive in consulting and industry for more than 20 years. He has worked with companies in the Americas, Europe and Asia. Together with the Global Partners team, he has designed and implemented programs in leadership, management development, sales and marketing, and project management across a range of industries, including pharmaceuticals, biotech, retail, chemicals, consumer products, electronics and high technology. Paul s career began in finance and accounting and half of his professional life has been as a Finance Director and Chief Financial Officer for industrial, life sciences and global media companies. Paul also leads Global Partners Community of Practice in Business Acumen, where he combines his diverse experience in the financial world with his consulting and training know-how to enable clients to improve their business results significantly and sustainably. Paul is a frequent conference speaker and published author on a number of areas, including Business Acumen, Lean Six Sigma and sales and marketing. He contributes articles regularly to the Strategic Account Management Association (SAMA). Paul is a graduate of Boston University and Babson College. He is passionate about people, Holland, music and travel. I was pretty amazed by the Business Acumen for Sales and Marketing training I found it to be useful for me. - Account Manager for a Global Technology Company Thanks for giving me an extensive impression of what sales and marketing are really about. I enjoyed your course very much. - Marketing Director for a Japanese Semiconductor Company Image credit: Flickr user jeffgunn

6 Becoming a Trusted Business Partner Workshop Registration Form Page 6 Registration (Choose a method) - Web: - Phone: bclim@excelle.com.sg - Fax: Mail: 9 Temasek Boulevard, #19-05 Suntec City Tower 2, Singapore Workshop Date October am 5pm Workshop Location Hilton Singapore 581 Orchard Road, Singapore , Singapore Inquiries are made to Boon Chye, Lim via: Phone: Fax: bclim@excelle.com.sg Number of attendees in your group: Groups of 3 or more receive a 10% discount (see below for details). Name Job Title Department Phone Billing Information Contact Person Company Name Address Phone Attendee 1 Attendee 2 Attendee 3 Cost Workshop Fee: SGD$ 2,000 (GST exempt) Early Bird Promotion: Workshop Fee of SGD$ 1,800 if payment is received by 3 October 2012, after which regular fees will apply. Group Discount: Groups of 3 or more booking at the same time from the same company and of the same billing source will receive 10% discount of the total delegate fees. Full payment is mandatory upon registration for admission to the event. The workshop fee includes lunch, 2 tea-breaks and a training folder. Cancellation and Replacement No refund will be made for cancellations less than 14 days prior to the event date. Substitution is welcome any time with prior notice. Global Partners, Inc. and Excelle Consulting reserve the right to postpone or cancel the workshop due to unforeseen circumstances. A full refund of the workshop fee will be made. Payment Options All payments to be made payable to EXCELLE CONSULTING PTE LTD in SGD$ and are net of bank charges. Bank charges are to be borne by registrants. By Cheque / Bank Draft Please mail cheque in SGD$ with this completed registration form to: 9 Temasek Boulevard, #19-05 Suntec City Tower 2, Singapore By Telegraphic Transfer to Excelle Consulting Pte Ltd Bank: DBS Private Limited, 6 Shenton Way, DBS Building Tower 2, Singapore A/C: Swift Code: DBSSSGSG Please mail or fax this completed registration form with bank transfer confirmation. By Credit Card Visit and complete the online registration form. You will then be sent an electronic invoice via that you can pay online using PayPal.