Areas of Expertise

Open Enrolment & Registration

Customer Specific Solutions

Areas of Expertise

Workshops

Senior Management Guide

Business Functions

Business Skills for Managers without a Formal Business Background

Marketing

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Executive Summary

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Workshops

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Customer Specific Solution

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Consumer Markets

Customer Insights

Healthcare Industry

Telecom Service Industry

Energy Utilities Industry

Chemical Industry

Workshop: B2B

Business (B2B) Markets: Creating profitable value for your customers

B2B Market Research and Business Intelligence for Customer Insights

Level(s): M

Marketers need to master best practice tools and techniques which allow them to thoroughly analyze and understand markets, customers and competitors, anticipate new customer needs, new niches and new market opportunities.

B2B Market Research and Business Intelligence for Customer Insights training info

B2B Marketing Strategy Based on Your Customer Value Proposition

Level(s): U

This workshop offers a comprehensive overview of the latest thinking on B2B and high-tech marketing, exploring the challenges of CRM and seller-buyer relations, innovation management, supply chain integration and digital commerce.We will provide senior managers with the vision, methods and tools needed to formulate a new marketing strategy and implement it successfully.Finally, you will explore the challenges of CRM and seller-buyer relations, innovation management, supply chain integration and digital commerce.

B2B Marketing Strategy Based on Your Customer Value Proposition training info

B2B Sales and Key Account Management in Customer Specific Solutions

This workshop has been replaced by: Leading and Working in a Multifunctional Account Team for Custom-Made Solutions

B2B Strategy Update for Senior Management

Level(s): S / U

An exclusive designed briefing for senior management in B2B markets who are looking to realigning their strategy and organisation to make them more market-driven and in line with the current business and environmental trends.

B2B Strategy Update for Senior Management training info

Certified Marketing Manager

Level(s): M

Certified Marketing Manager provides a marketing education that brings people at a similar level as their qualified colleagues in general, or as a support for a customized market-oriented culture effort of a company or department.

Certified Marketing Manager training info

Fundamentals of Value-Based B2B Marketing for Non-Marketing People

Level(s): M

Knowing how to use marketing tools and techniques to create, communicate and measure customer value needs to be understood by every manager in a B2B enterprise.

Fundamentals of Value-Based B2B Marketing for Non-Marketing People training info

Leading and Working in Multifunctional Account Teams for Custom Made Solutions

Level(s): M / U

Selling custom made solutions is all but repetitive sales of products or services. Each custom made solution is different – every solution is tailored to the specific customer needs. Setting up and managing or working in account teams selling these custom made solutions demands a different approach, not only for the sales and marketing department but for the entire organisation. This workshop is dealing with all aspects of these multifunctional account teams in respect with the organisation, processes and management.

Leading and Working in Multifunctional Account Teams for Custom Made Solutions training info

Making Sense of Web 2.0 in B2B Markets

Level(s): M / U

The current media-landscape is evolving at a rate which is almost impossible to track. Understanding the benefits of new and alternative media - from face-to-face contact, events and word-of mouth to online marketing and virtual worlds - presents you with a broader range of opportunities than ever before. But how do you decide what to do?

Making Sense of Web 2.0 in B2B Markets training info

Managing and Servicing Global/International Key Accounts in B2B Markets

Level(s): M / U

As customers internationalize their vendor relations, sales and service structures need to follow suit. Being able to consistently manage international accounts at the global, regional and (sub-)national level, will allow your business to maximize sales opportunities and create a long term integration with your customer's business.

Managing and Servicing Global/International Key Accounts in B2B Markets training info

Managing B2B Sales Teams in Custom-Made Solutions

This workshop has been revised and updated. The new title is: Leading and Working in Multifunctional Account Teams for Custom Made Solutions

Managing B2B Teams for Solution Selling in Product Offer Markets

Level(s): M / U

Sales in B2B markets have become more competitive and complex. Globalization, intensive utilization of Internet combined with increased customer exigencies makes it more difficult for sales executives to achieve their objectives. This workshop helps sales team managers to take advantage of these changes and proposes effective sales approaches and methods.

Managing B2B Teams for Solution Selling in Product Offer Markets training info

Product/"Service Systems" Management in B2B Markets

Level(s): M

Making sure a product marketing plan is customer driven and can be executed by the organization enables managers to maximize the financial success of their products in the market place.

Product/Service Systems Management in B2B Markets training info

Selling Through Different Channels in B2B Markets

Level(s): M / U

Companies typically turn to (value-adding) channels when geographic, resource or product constraints lead to a gap between what the customer needs and what the business can supply. Identifying and developing the right channels and managing how your product fits these can expand both the reach and the profitability of your sales efforts.

Selling Through Different Channels in B2B Markets training info

Setting up B2B Distribution Systems in Mature and Emerging Markets

Level(s): M / U

To be successful, it is important to adapt the distribution organization to the changing market environment. The choice of sales / service organization, `direct` vs `indirect`, outsourcing of tasks, centralization or decentralization, logistic in various geographies or in a centralized back office and `horizontal, vertical or matrix` business responsibilities, can be most important for the business success.

Setting up B2B Distribution Systems in Mature and Emerging Markets training info

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