Training Course Program
The World-Class Approach to Market and Clients - 1-day course
...only a modern approach to market and clients can give an enterprise adequate guarantees of survival and success...
course contents and main topics
After the world changed, clients have become "monsters". Did you know that ?
Does your enterprise have a global strategy for approaching the market in which it operates or intend to operate ?
Have principles, values, believes and symbols been identified and established/diffused at all levels ? (more »)
Is the enterprise's image parameters been defined ? Has it been consolidated and perfected ? Is it supported by everybody ? (more »)
Is there a global communication strategy within your enterprise ? Is it understood and "shared" by everybody ? (more »)
Knowing and understanding the Market is the "big-bang": do you really know the market in which you operate or intend to operate ? Where is it or going to be ? Can you define clearly the "segment" ? How big is your market ? What share do you have or do you plan to have of the available market ? Who are your competitors ? What share of the market do they have ? Is your market growing, steady or declining ? Why ? Can you quantify ? In what detail ?
The market is always and always will be rich in "opportunities" - What is an opportunity - Why opportunities are missed - How to detect, identify, and generate opportunities - How to evaluate, assess, and "screen" ideas, and transform them into real opportunities - How to generate new products or services, or how to improve or modify existing ones, and make them a true opportunity. (more »)
The Client is the "key": the new dimension. Do you know your clients ? Are you able to define and describe a "profile" of your "typical" existing or potential clients ? How many clients have you got ? Are you sure ? Can you do an ABC Classification of your clients ? Per product ? Per service provided ? Per volume of sales ? Over the years ? Do you know and can you measure the level of satisfaction of your Class A clients ? And of your Class B clients ? What are your commercial strategies with regard to your Class A clients ? and your Class B and Class C clients ? Why do your clients buy from you ? Why do your non-clients buy from your competitors ? Can you quantify all the above ?
Is your enterprise client-driven ? If not, how large is the gap to be filled ? (more »)
Practical methods for establishing a correlation between the overall approach to Market and Clients and enterprise's Performance.
course duration
Duration: 8 hours (typical)
course objectives
This course is designed to provoke rather than teach. This is a "thinking course": it is structured to make enterprise people think......
target audience
Senior and Middle Management Personnel from all Industrial and Commercial Enterprises.
The very small enterprise (up to 20 employees) will particularly benefit from participating in this course.
enquiries
You are welcome to request further clarifications about this course - please be as specific as possible. Just contact Carlo Scodanibbio
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