Training Approach
- Maturity assessment
- Needs analysis, expectations & goals
- Design (content, methods & media)
- Delivery & follow up
Training Portfolio
Sales and Key Account Management
Goals
- Understanding of sales and key account manager role and expectations
- Creation of comprehensive industry, customer and account transparency
- Planning customer and key account strategy to increase business and build relationship, find new opportunities
- Implementation activities, KPIs and team work
Contents
- Sales and key account manager role
- Sales and key account management framework
- Customer and account transparency
- Customer and account development strategy
- Opportunity identifcation and qualification
(Selected) Methods & Tools
- Customer development plan and account business plan
- Relationship matrix and buying center analysis
- Customer-specific value proposition and communication
- Net Promoter Score (NPS)
- Consultative and value selling techniques
Product Management
Goals
- Understanding of product manager role, responsibilities and tasks
- Successful product development, market introduction and lifecycle management
- Relevant methods and tools to ensure market and customer orientation
Contents
- Product management basics
- Market, competitor and customer analysis
- Market introduction and market penetration
- Portfolio and product lifecyle management
(Selected) Methods & Tools
- PESTLE analysis, Five competitive forces, PRIMO-F
- SWOT analysis
- Kano model
- Value chain analysis
- Conjoint analysis
- FFBV analysis
Strategic (Marketing) Management
Goals
- Understanding of the importance of market and internal transparency
- Planning of the Marketing “backbone” process
- Understanding of the strategy development process and marketing mix toolbox
Contents
- Internal and external analysis
- Goals and strategies
- Marketing mix toolbox
(Selected) Methods & Tools
- Strategic triangle
- Portfolio analysis (BCG and McKinsey)
- Ansoff matrix, Blue ocean strategy
- Performance-Relevance matrix
- Business model canvas
Project Management
Goals
- Understanding the integrated and cross-function project management approach
- Application of project management methods and tools
- Recognizing the importance of “soft skills” for project success
Contents
- Project management basics
- Project planning
- Project execution, controlling and reporting
- Leadership, communication and team building
(Selected) Methods & Tools
- Stakeholder matrix
- “Strategic Triangle”, project charter
- Work Breakdown Structure, GANTT chart, RACI chart
- Earned value method
- Situational leadership, personality types (MBTI), team development curve