Services
Consulting & Implementation Services
Internationalisation:
What is the best distribution strategy? How to improve the revenue across Asia? How to succeed in North America? How to manage your dealers? How to make customer service more profitable?
Voice of Customer:
Do you know what your customers really want? What is their next "big thing"? Who are decision maker? What do they need? What are their expectations? How do they feel about your competitors?
Marketing:
How to maximise success in important market segments? How to communicate with respective key decision makers? How to create a marketing engine that provides sales ready leads to grow your revenue?
Sales Process Optimisation:
What is the best process from lead to order? How can the sales force become more effective? How to focus on the most promising customers? How can prospecting become more productive?
Business Development:
How could you diversify your product range? How to benefit from market trends? What would fit your customer base? What would fit your technological competence? Which companies could become partnership or acquisition targets?
New Product Development
Do you have a clear business plan for your next development project? Do you know the pain points of your customers? Are you happy with product positioning and cost targets?
With 30 years of experience in scientific instrumentation and life science industries, I can help to gain clarity on questions like these, conduct analyses, develop plans, moderate workshops and gather input.
Work doesn't stop with analysis. I am very happy to assist with implementation to make sure that you achieve sustainable success.
Contact me to discuss your challenges and how I could assist!
Sales Training
In B2B markets, such as the scientific instrument and life science industry, the sales force plays an important role for company competitiveness.
Do they understand your customers’ workflows to deliver true customer value? Can they act as trusted advisors and challenge the status quo? Do they understand the decision making and buying process and unit and have a plan to sell to all the different stakeholders?
Do they have a structured sales process in place, so that projects progress fast and time waste is minimal? Do they have a playbook for prospecting, focusing on “warm calling”? Do they know how to conduct negotiations to the benefit of both parties involved?
All trainers have had a successful background in international sales and sales management in this industry, allowing us to quickly focus on the important issues described above.
We can transition your sales managers from traditional sales management, focused on opportunity review and transactional activities to sales coaching focusing on the long-term development of their salespeople for sustainable results.
We can help your service, support and applications staff improve the customer interaction effectiveness by teaching them communication and presentation skills to ensure each customer interaction improves relationships and utilizes their customer proximity to generate high value sales opportunities.
We can deliver content as key note or focused training sessions during your sales meetings, annual conferences or also online or perhaps best in a hybrid manner for a team of sale people across a wide geography . We also conduct regular open courses to facilitate or support your onboarding programs of for those organisations employing their first sales person or any sales people looking for a great refresher.
Contact me to discuss your training needs. Let's make a plan!
Leadership Training
Soft factors play an increasingly important role in today’s business world. Teams in all departments need to perform at peak levels to deliver world class performance. Attracting and retaining top talents is becoming ever more demanding. Hybrid work models and globalization only accentuate the challenge. Nowadays, teams must collaborate internationally, across time zones, continents and - most importantly- cultures.
Leaders on all levels are tasked to facilitate teamwork and deliver impactful results. To do this, they need self-awareness, understand who they are and who they want to become. Leadership development is an inside-out process, beginning by defining clear values, creating a vision and a mission on a personal level that leads to effective leadership on a professional level.
Mark McGregor is a Canadian, with his roots in the world of ice-hockey. He was a player, coach and manager for top teams in Germany and Switzerland and worked with Team Canada at six Spengler Cup tournaments. He noticed the many parallels between the worlds of high-performance sport and business and decided to apply the lessons learn in sport for his leadership development center.
In the leadership trainings and classes with Mark, we work on coaching, team vision, motivation, high-performance, psychology of winning, health and wellbeing. The goal is to develop leaders based on a whole person model. Mentoring and Coaching are important elements for leadership development and are also tools that participants learn to become more effective in their leadership practice.
The delivery format can be adapted to your needs. Formats include three-day camps in Inzell, Germany or five day intensive camps in Kenora, Canada or tailored to to your needs in the location and duration of your choice for a whole management team.
Some of Mark’s favourite sayings are: “Leadership is a choice, not a title” and “Great Teams are built, not born!” Let’s work together so that we can build great teams with the leaders they deserve.
