Business Doctors – In Business for Business
We are here to support your business!
Business Doctors are a group of professionals who have been in
business themselves and now are in business to help others. Using
our widespread experience an expertise, together we can provide:•
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Training in many leadership, management and sales skills and
methodologies.
Leadership – from mentoring to interim support we understand
what is needed to get your business to the next level.
Coaching and Consultancy – We like to get hands on to delivery a
programme of support that adds value.
This document is intended to highlight some areas that we can help
with. Please feel free to contact us to arrange an exploratory
meeting. Achieve Your Vision.
Business Doctors Eastern – Course Outlines
Strategic Thinking and Business Leadership
Strategic Planning Framework
We will take you through the various stages of
developing a 3 -5 year business strategy, and equip you
and your team with the tools to think and act
strategically.
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Set a clear direction for the business.
Understand clearly the critical success factors.
Explore all options for growth.
Assess all the opportunities and risks inherent in
your market, your products and services, your
customers, your people.
Identify the key steps to delivering against your
strategic vision.
This Workshop is intended for leaders in the business
responsible for developing, setting and delivering
overall growth strategies. It will develop the skills
required to deliver further strategic plans to your
organisation as well as help to set the immediate
strategy.
Module timescale – One full day
Business Doctors Eastern
brianh@businessdoctors.co.uk
Business Doctors Eastern – Course Outlines
Effective People and Performance
Management
– Objective Setting, Performance
Reviews and Appraisal with a
focus on individual ownership
and accountability.
– Personal Development and
Planning.
– Secrets of Great Communication.
– Building Better Relationships.
• What does it take to be a leader?
• Many Faces of Leadership.
• Step by Step guide.
Module timescale – half day
Business Doctors Eastern
Change Management
Effective implementation of the planned
strategic priorities as the business grows
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What is Change?
– The Change Cycle.
Managing people through Change.
Setting the parameters.
Leading through example.
Module timescale – half day
www.businessdoctors.co.uk/doctors/eastern
Business Doctors Eastern – Course Outlines
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Building Better External Customer Relationships and
Plans - Training Workshop Overview
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Skills and process understanding assessment - What Is the
Natural Selling/Communications Style?
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Personal impact - Style and Communication. Soft Skills. - style,
rapport, networking, selling through others etc.
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Understand that sales is not a “four letter word”!
Solution Selling and other styles. Sharpening existing skills,
teaching new ones, identifying development areas.
Matching styles to situations.
Starting a Dialogue.
The four main management styles – why are they relevant
within a customer environment?
Building Rapport. Being aware of impact.
Engendering a service culture – we are all someone’s
customer!
Key Partner Contact Qualification and Key Target
Identification.
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Who has and values the problems we can solve?
What is important for each partner? Tailored services versus
re-invent the wheel.
Which services carry the most value to which market
sector/customer?
Module timescale – one full day
Business Doctors Eastern
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Why use us? Why do we want Them? Matching and defining
our value proposition.
Building a contact strategy. Managing our knowledge gaps.
Relationship Specific Sales Strategies – Planning Methodology.
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Why Is It Important?
• What does the business gain (not just £’s).
• Drivers, us and them.
• Relevance and reason.
What is the Objective? SMART? Relevant – in our
marketplace?
What is Competition, and who are they?
Our GIVES analysis. Assessing our position.
• Great, Improve, Vulnerable, Edge, So what.
Who are the key tactical and strategic customer contacts?
Build a Plan.
Understanding our complex market place – Partners, routes
to market and customers.
Timescales.
What is our account/area specific sales and marketing plan?
• Why does it matter? Relevance?
• Why will it work?
Key messages and key audiences.
Typically delivered in a Workshop format – ideally using a real life
example to maximise the benefit and immediate impact of the
learning.
brianh@businessdoctors.co.uk
Business Doctors Eastern – Course Outlines
Sales Skills, Complex Selling and Account
Management and Negotiation Skills – 1 Day
Workshop.
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Simply Selling Training:–
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What is Selling? – Exercise.
Problems Solving Mentality.
Point of Reference.
Want and Need.
Qualification – Exercise.
Sales Lifecycle.
Marketing – Starting a Dialogue – exercise.
Style and communication.
Planning.
Influences on a sale.
Module timescale – one full day
Business Doctors Eastern
Complex Selling and Key Account Management:-
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What is a complex sales situation?
What are our strengths and weaknesses?
What is the Buying Process?
Who makes Decisions?
Setting and Delivering Sales Objectives.
Developing a Win:Win.
Selling Time Management (Prospect management and
Sales Funnel)
Sales Platform – the Three box model to Market
Strategy.
Closing Styles.
Negotiations Skills:- Must Haves, Nice to Haves,
Giveaways. Planning.
Appropriate management information tools –
prospect pipelines, sales planning templates and
identification of key documentation.
Typically delivered in a Workshop format – ideally using
a real life example to maximise the benefit and
immediate impact of the learning.
www.businessdoctors.co.uk/doctors/eastern
Business Doctors Eastern – Course Outlines
Individual Acquisition and Relationship
Sales Strategy and Tactical Delivery Training Workshop
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Qualification and Key Target Identification.
Planning sales campaigns.
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Identifying and beating barriers to sale.
Negotiation Skills. For Key Relationships
Management.
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Who owns the decision, who influences and timestealers.
Understand the buying criteria.
Handling Objections.
Planning - Must Haves, Nice to Haves, Giveaways.
Closing Styles.
Soft Skills. - i.e. style, rapport, networking, selling
through others etc.
Pipeline Management. Turning data into
information.
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KPIs, Conversion Ratios, lifecycle ratios i.e. Contactsmeetings-proposals -orders. Qualification,
qualification, qualification and targeting.
What makes our ideal customer?
Business Doctors Eastern
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Relationship Specific Sales Strategies – Planning
Methodology.
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Why Is It Important?
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What is the Objective?
Who are the Competition?
Our GIVES analysis. Assessing our position.
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Who owns it.
Who influences it.
Supporters, detractors and neutrals.
Timescales.
What is our sales strategy?
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Great, Improve, Vulnerable, Edge, So what.
What is the Decision process?
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What does the business gain (not just £’s).
Drivers, us and them.
Relevance and reason.
Why does it matter? Relevance?
Why will it work?
Tactics to deliver.
What could cause the plan to fail?
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Remedies.
Typically delivered in a Workshop format – ideally using
a real life example to maximise the benefit and
immediate impact of the learning. This course is aimed
at Sales People and Sales Managers/Team Leaders.
brianh@businessdoctors.co.uk
Business Doctors Eastern – Course Outlines
Major Opportunity Workshop
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Delivered in a Workshop format –using a real life
example to maximise the benefit and immediate impact
of the learning.
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A facilitated session where we will guide the
appropriate customer facing team through a structured
planning process, utilising various methods of
brainstorming to devise a fully thought out and qualified
winning sales and/or account management strategy.
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Having a sales strategy delivers the three “S’s”:– Gives Structure.
– Enables it to be Shared.
– Allows Success, ability to implement.
We will:•
Clearly define our ultimate objective.
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Identify the key steps.
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Explore the background of the opportunity or the
relationship. Understand the true landscape.
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Establish the key drivers, for all parties! Why is it
compelling?
Business Doctors Eastern
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Identify the Timescales, what is the impact on our
ability to succeed?
Explore fully the Decision Process – who has
influence and power?
Commercial and Financial overview – hitting the
pressure points for both parties.
Exploring our Issues. Internal and External risks of
the specific opportunity and for the parties in total.
Competition – Know the enemy.
Define our Strategy. How we will succeed!
Benefits of our approach.
Tactics – Delivering on our aims.
Sense Check – What could cause our plan to fail?
How to remedy? Mitigating our weaknesses.
Resources and Contact plan.
This facilitated workshop will also deliver the skills in
house to conduct further sales planning sessions led by
the appropriate sales leaders within your organisation.
www.businessdoctors.co.uk/doctors/eastern
Business Doctors Eastern – Course Outlines
Structure and Plan for Negotiation. The Art
of the Win-Win!
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Preparation – what is important, what is less so.
Location and Medium.
Roles and Styles.
Priorities and approach. Start with the end in mind.
Understanding the process and the flow.
Utilising the 3 “C’s” - Clarity, Control and the Power
of Compromise.
Think Solutions – overcoming and handling
objections
Selling versus Negotiation.
Role Play.
We can build in a workshop session where we
will go through a real life requirement to help
embed the skills and make the course very
relevant for participants.
Understanding Influence and Acting on it
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Why are we trying to influence?
Situational Influencing – understanding and
identifying the different types of Decision Maker.
Setting the objectives and evaluating our position.
Rating our influence– Strong, Weak or Detractors?
Styles of influencing. Push and Pull Styles.
Establishing Drivers – What is in it for the other
party?
External Influences – or understand what else is
impacting your ability to influence.
Mapping and Planning relationships for business
benefit – tools and process.
If appropriate we can build in a workshop session
where we will go through a real life example to
help cement the learning and bring it to life in a
pragmatic way.
Module timescale – half day
Business Doctors Eastern
Module timescale – half day
brianh@businessdoctors.co.uk
Business Doctors – In Business for Business
We Support Great Business!
Our Training and other support services can often be funded by
government schemes for business, meaning that we can deliver our
value even more cost effectively.
Enabling you to maximise the return on investment in your keys
assets – your business and your people.
Find our more by contacting us today.
www.businessdoctors.co.uk/doctors/eastern