Overview The purpose of this course is to equip participants with the building blocks of customer centricity and what it means for the sales professional. Specifically we will be discussing the importance of doing a customer portfolio analysis to decide on resource allocation by salespeople to the appropriate customers. Customer stakeholder mapping and identifying customer painpoints along the buying journey will be emphasized along with developing customized value propositions. The second part of the course will be about creating pre-call plans along with developing the right set of questions to be used in a sales call to elicit maximum information from […]

Overview New technologies are dramatically changing the business landscape and challenging management to redefine strategies for business growth. This class focuses on exploring the impact of leading technologies such as AI, Blockchain, AR, VR and Social Networks, among others in the business strategy. We will connect this change to strategies models in the areas of business model transformation, technology adoption, customer engagement and change management. The class is organized around four workshops where we will work with a transformative technology, a business framework and a real company case. As an example, in one of the four workshops, the Business model transformation […]

Overview Do you have that one colleague you find challenging to communicate with, and another “work friend” whose company you genuinely enjoy, both during formal meetings and informal chats? Why is it that we naturally connect with some people while finding others more difficult to engage with? This workshop is designed to help you uncover your unique strengths and contributions to your team while gaining a deeper understanding of the roles, personalities, and dynamics others bring to the workplace. This course explores the critical role of building and empowering teams to drive organizational success. Key topics include team dynamics, effective role […]

Overview In the modern business world, many organizations are competing in a more global forum. Negotiating with partners from different countries and cultures can present unique challenges and barriers - and our unique Cross-Cultural Negotiation Course will provide a setof proven strategies that will help you along the route of cross-cultural negotiations. A set of interactive negotiation exercises will introduce participants to negotiation principles that extend across any culture, then the ways that national cultural differences may influence negotiators’ priorities, interests, strategies, and ethical limits. Program Objectives Sharpen your negotiation and mediation skills for international contexts Learn how to take decisions […]

Overview Controlling global warming means drastically reducing the world's consumption of coal, gas and oil, and substituting these resources with renewable energies. Current massive investments by the fossil fuel industries contradict the decarbonization objectives being discussed by international bodies. This discrepancy generates a major risk for the economy, that of a sharp devaluation of (so-called “stranded”) assets, such as fossil deposits, oil rigs and coal-fired power plants. Several important questions emerge: which assets are likely to be stranded? Where are they located? How does the transition to a low-carbon economy affect companies or countries with interests in the extraction, refining or […]