Consulting Summary

I have a wide range of management training programs focused on growing skills, capabilities, and knowledge of executives.

Following many years of conducting Executive and MBA-level training/education seminars in the United States, Canada, and China, I am able to bring good value in a number of forums.

To be absolutely clear about priorities:  I will only engage in executive education and consulting activities when I am certain that clients will be pleased with the outcome.  Life is too short to waste my time or the valuable time of others if good value is in doubt.

TRAINING, CONSULTING, AND PRESENTATION TOPICS

Below are topics/titles indicating areas of expertise on which I am available to talk with groups.

These topics/titles can be “off the shelf” or customized to meet particular client requirements. Customization decisions tend to depend on client time, budget, and training objectives.

Topic/Title

Intent

Typical Audience

 

Professional Selling
  • Intensive training for new salespeople
  • Developing partnership selling skills
  • Time and Territory Management skills
  • New sales people
  • Experienced sales people
  • Personnel being considered for a shift to sales
Sales Management
  • Sales force management as a strategic issue
  • Recruitment, motivation, and appraisal processes for building a professional sales force
  • Sales force training
  • Compensation and incentives
  • Coaching and motivating sales people
  • Sales people being groomed for sales management
  • Sales managers requiring additional training & skill enhancement
Key Account Management
  • Designing a successful key account program
  • Metrics for selecting key accounts
  • Sell through complex purchasing structures
  • Positioning the company to compete strategically
  • Anticipating future needs of key accounts
  • Building a strong competitive position
  • Sales managers
  • Sales directors
  • Marketing managers
  • Business development managers
  • Product managers
Marketing Concepts for Executives
  • Building a strong brand
  • Definition of marketing
  • Marketing decision making and marketing planning
  • Mastering the basics
  • Growing customer equity
  • Segmentation, targeting, and positioning
  • Customer closeness through market intelligence and market research
  • Go-to-Market strategies: channels
  • Mid-level marketing and non-marketing executives
The Quality Service Advantage
  • Why superior service is critical for solid brand performance
  • Identifying gaps in service performance
  • Learning how to close service gaps through effective leadership skills
  • Customer service executives
  • Brand managers
  • Marketing managers
Improved Marketing Communications: Brand Building on the Web
  • Understanding critical steps from strategy to execution
  • Branding on the internet and what it means for the brand
  • Website interactions and metrics
  • Linking offline and online strategies
  • Emerging insights
  • Communications managers/ directors/specialists
  • Advertising managers/ directors
  • Brand/product managers
  • Marketing managers/directors
Doing Business in China
  • Why companies need to be in China
  • Stages of commitment
  • Issues to resolve in choosing how to grow in China
  • Negotiations in China
  • How to acquire and retain talent
  • Executives involved in business development and planning
  • Marketing and sales personnel with global responsibilities
  • Global operations personnel

REPRESENTATIVE CLIENTS and PARTICIPANTS

  • BANTA
  • National Roofing Contractor Association
  • AstraZeneca
  • Dalsin & Son, Inc. (roofing contractor)
  • Roche
  • China Life Insurance Company
  • Novartis
  • Ping An Insurance Company
  • 3M
  • Sinochem
  • Aventis
  • Bayer Crop Science
  • Eli Lilly
  • GlaxoSmithKline
  • PharmacyOneSource

Clyde Bergemann Machinery, Shanghai; Tredegar Film Products Company Ltd; Shanghai Petrochemical Company Ltd; CVIC Software Engineering Co., Ltd; Black & Decker, China; Xian-Janssen Pharmaceutical Ltd; Strong Foods; Buick; Owens Corning; Shanghai Grasso Refrigeration Equipment Co.; Henkel Adhesive Company-Shanghai; Hutchison Optel Telecom Ltd; Panrico Food Processing Center; Jiangsu Chenfeng Group Co., Ltd; Shantou Henkel Adhesives-Beijing; YunNang Coshine Investment Co., Ltd; N.S.I.; Wonders Information Co., Ltd; InterChina Distribution Co., Ltd; Shanghai Foreign Service Co., Ltd; China Jinshan Associated Trading Corp; Nantong Teijin Co., Ltd; Linkage System Integration Co., Ltd; ABB High Voltage Switchgear Co., Ltd; Beijing Plus-Gangyan Orthopedic Products; Amphenol Runway Technology Co., Ltd; Sunyard System Engineering Co., Ltd; Brown-Forman Worldwide L.L.C.; Shanghai New Asiatic Pharmaceuticals Co.; Shanghai Hanson; Schering Plough China Ltd; Shanghai Foxboro Company; Hetruth System Ltd ; Brown-Forman Spirits Asia Pacific; Guang Dong Mobile Telecom Co. Ltd; Bosch Trading Co. Ltd; Huntsman Polyurethanes Co. Ltd; Johns Manville; Osram Fosham Lighting Co. Ltd; Maersk Logistics; Schering; GE Medical Systems China.