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Seminars, Presentations, BriefingSessions, Conferences… Global Training and Insight
Interesting CustomerCase Texas Instruments and their dealers
1½ day’s global Work-Shop The challenge of creating your International Business Strategy - a service in form of a Work-Shop specially aimed at entrepreneurs and SME’s Focusing on the most critical aspects of working with your international business strategy is the topics of this work-shop. I will look at the elements of the process in creating the Strategy and the concrete plans for globalization, how the elements fit into the framework and how they can be accomplished. I will also look at the time involved, the critical path, the necessary routines and the feasibility of this. There will be guidelines and practical hints to create a solid plan that can be used internally, for banks and other external financing institutions, and for fundraising at fx. the European Commission. The work-shop will used the proven guidelines and you will be able to work alone after completion. The service holds dialogues and conclusions on the following… ¯ Vision, Perspectives and Golden Opportunities ¯ Choice of the overall business Strategy based on viewpoints, mentalities, business qualities, feasibility, pragmatic advantages to mission critical issues, dynamism and potential ¯ Products, Services, R&D ideas, market thoughts and demands ¯ Market areas, customer groups, segments and options ¯ Channel Strategy incl. PartnerShips ¯ Business Policies, Terms & Conditions, International trade aspects ¯ Branding, Image and Profiling the products, services and the company ¯ Pricing, Global marketing and Penetration policy ¯ Facing Competition ¯ Managing, Monitoring and Evaluating progress and success ¯ Feasibility, Return-of-Investment, Funding and Financing ¯ Risk assessment and Fall Back Plans ¯ Tactics, Actions and Tasks to be performed ¯ Implementation
Presentation on Partnering Enhance PartnerShips in the Digital Age - solid insight and foundation for re-structuring channel strategies and initiatives The Presentation is a brief overview of the PartnerShip elements needed in the global digital economy, the world-market and the turbulent ICT industry. The focus is why PartnerShips are so important for the growing ICT enterprise and the methodologies & techniques to use in order to establish and expand a profitable and fruitful relation to dealers, distributors, value added resellers, traders/brokers, System Integrators and agents on the global market. The presentation is excellent for conferences, key-note addresses, sales meetings and as a part of seminars. The presentation concentrates on providing 4 key messages to the audience…
During the presentation the following topics will be high-lighted… ¯ the evolution of the ICT sector towards a true market-driven industry ¯ the mentalities and cultural variations in global trade and business ¯ the competence and knowledge needed for globalization and international trade & business development ¯ the localization strategy and the business community’s impact on your sales effort ¯ challenges in the digital economy ¯ the universe of Global PartnerShip Management to optimize international trade relations
1 day Work-Shop for entrepreneurs Cultivating EntrepreneurShip in the knowledge-based economy - to motivate entrepreneurs to go for the international market As management of PartnerShips and securing superior Customer RelationShips, especially young people need to focus on managing EntrepreneurShip and take leadership in the creation of new workplaces, growth and ingenuity in the European market. Beside this, Small and Medium sized enterprises also need to focus more intense on entrepreneurship, and this presentation will highlight the issues around the practical outcome of bringing new ideas and innovations to the market. The work-shop will look at globalisation, International Business Strategies and Plans, penetration activities, markets and segmentations, and will encourage SME’s and start-up companies to put more work in R&D, Partnering and growth.
Short presentation Working with Global PartnerShip Relations - focusing on the genuine value of Global Partners Doing business in the global market through partners in a channel structure, calls for increased awareness, greater consideration and extensive cultural understanding. This presentation is designed for international sales forces responsible for distribution and indirect sales. The key message is that there is a new way of doing international business with new methodologies and techniques, how mentalities and business conducts has a greater impact on decisions than previously and how to implement the changes in the dynamic world in your own domestic set-up.
Presentation and debate - special presentation for Trade Councils, Association and ICT Federations During the Presentation we will discuss how the associations (Trade councils and ICT Federations) can add valuable input to the global branding dialogue. The presentation hold issues like the 4 branding concepts, the highlights of financing the branding activities, the tasks to be performed and the impact of all the players in the industry. It is geared towards understanding the industry’s need for a national branding exercise, and how government, enterprises and the associations can play the major roles in the set-up. This Branding presentation can with success be followed by Branding seminars for enterprises or dialogues with the associations for increased awareness. The general Branding Map will be the cornerstone in the presentation and will hold all elements of enterprises, press, government, associations, university level, business relations, markets, products and competition.
1-day Work-Shop Sales and Service with international Customers - techniques to increase Sales and Service options As the competition increases in the ICT industry new techniques are needed to provide an organization with competitive advantages. Price is not always the most important factor and surveys clearly show that it is only the fifth decision point - far behind the benefit of the product, the service level, delivery and management commitment. When competition intensifies - the need for information is essential, the techniques avoidable, and the commitment necessary. During the one day work-shop for the sales and service team we will discuss all the aspects in good communication. Mentality understanding, synergy and in-sight, but primarily how to increase the value. Motivation Seminar You can’t loose, if your customer wins - motivating and inspirational presentation for a win-win scenario This is a pep talk and motivation presentation/seminar aiming at fulfilling customer expectations. The key issue is how to give value for money by focusing on quality, payback, image and long lasting benefits. It is designed for international sales forces, for use at distributor conferences, and for internal seminar between potential business partners. The presentation high-lights 3 key-elements ¯ Adding value to the service and the products are vital and need to be visible ¯ How to sell real benefits to your customer in an easy and transparent way ¯ The qualities of creating a winning dialogue
Presentation Customer RelationShip Management for real - a practical use of the CRM technology to create advantages CRM – Customer RelationShip Management has been an issue for the industry for a long time and is probably today most known as software solutions for companies. However CRM as a customer tool has to be highlighted and this presentation deals with issues of how the ideas behind CRM can be implemented and used successfully. The presentation is designed to motivate the entire staff to add value in the chain of operation. Surveys from the ICT consumers will highlight the importance of the messages.
Work-Shop Exhibitions as an integrated event - before trade events, fairs and exhibitions Concrete guidelines in how to attend a trade show, how to get potential customers interested, the techniques to evaluate on the spot, the energy in a show, planning, follow-up and meeting the customers expectations.
Presentation Global Perspectives in today’s modern market - inspirational presentation with dynamic thoughts The Presentation is intended to be used as inspiration for companies who are in a strategic dialogue regarding expansion into new regions. The presentation deal with the issues of re-focusing the enterprise, release the knowledge tied up in the organization, the outside world perspectives to your business, global expectations and the ICT industry’s challenges. It deals with mentalities, business attitudes and methodologies and shows concrete examples on winning strategies and directions. This presentation is scheduled for 40-minutes and time is set aside to take questions and to debate the contents as a part of the service.
Presentation Strategic alliances in the new Europe - executive presentation for limiting risks in Europe This presentation aims at giving answers to the understanding of the various business opportunities in the ICT sector in Europe, how the set-up is different from area to area, and how the various business mentalities, behaviours and cultures has a great impact on the chance for success. This presentation is designed for ICT executives who wish to expand their business into Europe and who are interested in establishing the foundation and vision for this.
Presentation Business Process Reengineering for entrepreneurs - re-thinking rather than BPR for smaller companies From time to time it is much more important to re-thing the business processes than totally re-designing the operation. The Presentation highlights where the critical issues in relation to an entrepreneurial company are to be found, and how to evaluate those. We look at techniques to clarify where adjustments are needed and how to overcome the restructuring work this will lead to. The message is that BPR is an effectfull tool to use for re-thinking the business set-up – but the dramatically changes has been replaced with sound on-going business development
Presentation Opportunities in the new enlarged Europe - visions, perspectives and business opportunities The Presentation is geared for enterprises in the ‘old western Europe’ that need to evaluate the new challenges and the new competition from the enlarged Europe. We will look at business opportunities in sectors, in regions, in skills and qualifications, and mentality and business behaviour. The presentation looks at the two directions for looking for business and sales into the new regions. Understanding mentality, channel strategy, R&D and alliances is topics that will be discussed.
Presentation Fearless outsourcing from the new European players - how competition from Europe have an impact on India For years, major European enterprises have been outsourcing software development to the FarEast, with the goal to optimize software development and minimize costs. In the past years this trend have been shrinking and fewer European companies uses this option, as they are focusing more on getting mission critical application back to Europe. Here the accession countries to the European Union have a huge number of advantages. The presentation will deal with the Indian challenge, the competition and the options that are presented today
Presentation Branding and Profiling your Global Enterprise - quality, service and customer understanding are a key element for the entire company In the Branding and Profiling Seminar we look into the customer’s expectations, your company image, sales and marketing, motivation and quality. It is a 2-day event and the program has been developed based on a number of relevant cases and Best Business Practice. This seminar can be used in a company’s incentive program to motivate and increase employees’ relations and to boost the strategic planning and operation in the enterprise. The topics on the seminar are… ¯ Understanding the human decisions patterns, mentalities and behaviour when dealing with ICT solutions ¯ Expectations versus fulfilment ¯ The value chain from development to final consumer ¯ The 5 stages in building customer relationships (image, marketing, sales, implementation, follow-up, enjoyment) ¯ Customer Relationship Management in practice ¯ Branding and imaging ¯ How to implement an effective and valuable profile in the entire organization
Presentation Channel Strategies for the future - learning about the distribution pattern in Europe This workshop concentrates on the various channel strategies that can be acquired in Europe in the various markets, and how to operate them. We focus on the set-up, the monitoring, the supply chain and the outcome. This is a workshop and concrete plans and markets need to be highlighted prior to the workshop in order to guarantee the right result.
… a typical conference presentation ...
Executive e-commerce Summary The impact of e-commerce in Business Transformation By Jųrn W.Phigalt, ITM Europe (phigalt@itm-europe.dk) Last year the Business Executives in the Northern part of Europe used 34% of their overall investments in new unnecessary enrichment of their technology platforms - based on spending heavily endorsed by the ICT-Industry. 34% is a lot - and especially when we at the same time take a deep look into the reason for this overspending. Analysis has shown that the main reasons has to be found in
We will in this paper concentrate on the impact of e-commerce and the reason why a number of business executives still consider investments in this area as a risk - and not as an opportunity
Some back-ground information The reason why you perhaps find it interesting to evaluate what's happening in the Northern Part of Europe is of course the fact that a lot of the trends and directions of e-commerce is moulded here. There is no doubt that the US market is setting the pace for the evolution of this technology, but a huge installed base of enterprises in the Northern part of Europe, cannot just turn 180o over night and become innovate e-business companies. As the chairman of TransAtlantic Small Business Initiative (TASBI) I have had a number of chances of discussing e-commerce in Europe and US - probably right now the two leading area's for e-business. When we discuss the opportunities there is a tendency to look at newcomers - companies who didn't existed 3 years ago, and companies who from nothing has developed into major players, with a major impact on the stock value, the press and for conference speakers, who can add their overwhelming success to the message of the e-commerce. However, surveys shows that it is the companies with a history, and installed customer base, business relations to vendors for many years, employees with many years of experience in precisely that company's products, services and business mentalities that lack behind in the e-commerce dialogues today. Evaluating more than 1200 existing companies and their thoughts and strategies with respect to e-commerce, draw a very frustrating picture of the expanding market for e-commerce. There is absolutely no argument that the e-business will survive, but in what shape, is quite another story.
e-business in not new Believe it or not, but electronic business has been here for many years - also long time before we all got access to the Internet. Standards like EDI - EDIFACT was used heavily in business-to-business transactions and more than 21 standards were made to enrich the on-line business communication between progressive companies. The internet did not change all that - as the matter fact, it opened some new opportunities for enterprises which they haven't seen before, but still a lot of the first activities were merely to transform already existing solutions to internet based applications.
the 4 e-business waves A lot of models and consideration has been made to illustrate the e-business - many to cover for a given service, a specific product or even a problem - and others to let existing technology be a beneficial spin off of the e-business dialogue. However, the best way of illustrate the e-commerce complexity, is in what we call the 4 waves of e-business. the first wave holds the traditionally e-mail options and many still consider this as a vital part of e-commerce. Primarily they are facing the difficulty in downloading and reading different document formats and adopting the full potential of e-mail. The Internet suppliers provides the fast service, but the traditionally software vendors like Microsoft and Lotus still holds the key to the software development the second wave is the web-display option where we see the traditional home pages - many of those lacking regularly updates, reliable data and actual information relating to the exact time and web-visitor. A huge amount of investment has taken place in this wave, without giving the assumed results in form of new markets, new customers, and increased profit or decreased purchase prices. Surveys shows that 92% has been disappointed with the results and 84% indicates wrong expectations as the main cause for concerns. the third wave relates to the Internet as the provider for stand-alone solutions and offers a huge variety of isolated systems and solutions. However, they still have to include manual support and are often used in companies where existing procedures can be re-used. The third wave does not heavily influence the business strategy, business procedures and the normal day-to-day operation, and are for many just considered as a front-end to the 'real' business. A huge waste of energy and resources has been used in this field, in order to make a 'pseudo e-business' solution. the fourth wave is the heavy one and includes business transformation and a full scale business process reengineering - an operation that takes time. To grasp the full potential of e-business the enterprises need to re-think their entire procedures and add value to the chain of operation, using the e-commerce and Internet options. The 'Net' can provide new ways of doing business and it is here that you will get the full benefit. Making a full integrated solution which reflects the company's way of conducting business, incl. a full supply chain operation, with alternative views on transportation, warehousing, ordering goods, distribution channels and patterns, handling complaints, quality assurance, documents and self orderings solutions is the way to go. Using the e-commerce to make a much more efficient business is among other things a demand for a number of enterprises.
the slack between visions For years the ICT-Industry has been the innovative creator of new ideas and technological developments. The contradiction today is that Business Practice has overtaken this role and is now leading in the visions and thoughts behind the Internet. While the existing 'Net' is struggling with 3 major obstructions - the still more complex computer technology, the high and unreasonable Telecommunication cost’s, and the lack of a reliable payment system, - 3 issues which is needed heavily for the consumer-to-business relation, the business community has a much higher idea of the use of the network. Many ICT-companies is marketing products in wave 2 and to some extend in wave 3, while they constantly complains over the data and tele costs etc., but only very few are looking into the 4th wave - with fully integrated ICT-solutions - combined with business re-thinking. Where the Business Community wants to discuss e-business, is in the 4th wave as an integrated part of their combined solutions - but the paradox has to be found in the lack of visions from the ICT-Industry, who often tries to limit the reengineering and business development issues, when implementing new ICT. This is perhaps why so many companies find their ICT-investments quite adequate according to their high expectations.
the competitors will not die A variety of cases have been presented over the past 3 years - all glorifying the enormous success of the Internet and e-commerce. "If you are not on the net - you will die" has been the key-message and followed by "If you don't do it - your competitor will". The problem is that as well you as your competitor will be on the net in the years to come - just in a more devastating competition. No competitor just accepts to go out of business, because you have linked your operation to the net - he will fight to get his customers and other relations back. This calls for ingenuity and innovation at the ICT-Industry to provide new techniques, better tools, safer environment, reliable software, and a huge link to the business understanding. Professional Services will be increased dramatically - but only for those ICT-companies who understand the need for in-depth business analysis, and integrating e-commerce to the business strategies. You should never listen to companies who talk about a separate strategy for e-commerce - it won't work and you will end up with lost resources - but most of all with lost opportunities.
special considerations to SME's Special considerations to SME's might be a good idea to evaluate. The Small and Medium Sized companies will be the first group to suffer, and surveys shows that in spite all clear messages that the 'net' is truly global, it shows that it is very much regional or perhaps even local in its nature Also the fact that SME's very rarely hold the most advanced software packages to run their company, put them in an odd situation, where their inner desire to do business with the major companies will suffer A major survey showed that the interest for the 'net' for SME's is to do business with major enterprises and not the traditionally business-to-consumer operation that everyone tends to imply. 84% of the SME's wants to be a part of the a major suppliers chain of operation, either as a sub-contractor, distributor, outsourcing operation etc., while only 16% didn't have that interest. Out of the 84% who wanted to do business with major enterprises 68% marked that they also had an intention of using the same set-up for doing business with other SME's, while only 29% of the SME's who had as their first priority to do business with other SME's, would consider using the set-up for business with Lager organisations. The dilemma is the 4th wave’s impact on those SME's, as they have a tendency to build 3rd waves solutions in order to get systems operational in short time and with a limited financial investment. However, the volume over the 'net' - when it is properly implemented - will soon generate an immense number of transactions, which will call for human interaction - and here the expected benefits will vanish. The SME's need to skip the 3rd wave and move into fully integrated solutions and a business strategy where e-commerce is a vital part of the entire business set-up.
the conclusion Doing e-business is an integrated strategic decision, which incorporates all aspects of the business environment and calls for business transformation tasks and long-term commitment. In spite of the industry's push to promote solutions in the 3rd wave, companies - in spite of size - need to move to the 4th wave and create integrated systems, linking ICT and business practice into a common solution for the future. The 3rd wave is only a costly and resources consuming mid-way scenario, without real benefits and positive impact on an organization.
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Based on the training concept, I developed for Texas Instruments a special
course for their dealers in how to establish a solid business based on Texas
Instruments products and services. Taking a group of quality dealers to La Santa
Sport on Lanzarote was the culmination of the process and starting in teams –
competing against each other – the group enjoyed 1 week of training in
disciplines on how to find customers, how to penetrate the customer’s
organisation, to make proposals, carry out negotiations and how to close the
deal. Service and support agreements were also a topic – and the social events
we carried out during the week.
ITM