Overall Capability

OUR POINT OF VIEW
WE PARTNER WITH OUR CLIENTS TO ASSESS, DEVELOP AND DELIVER SOLUTIONS THAT WILL DRIVE
MEASURABLE IMPROVEMENT IN PERFORMANCE. OUR APPROACH IS DRIVEN BY THE FOLLOWING
THREE PRINCIPLES THAT ARE INHERENT IN ADULT LEARNING:

CONTEXT IS KING ENGAGEMENT IS THE WORD PEOPLE ARE NOT SHEEP
1 In training, relevance makes the difference. Traditional training assumes that By the time the average workshop
Context While content and design methodology are people are aware of their performance participant gets home for dinner, over 40%
is king critical, they cannot compensate for failure improvement needs and simply require of the knowledge transfer has been lost.
to connect to the participant’s real world. knowledge and skills to improve. Participants cannot simply get dipped in a
Understanding your business, under- Coincidentally, this is the easiest type of two-day program the way sheep are dipped
training to design. We believe that unless for fleas and display any meaningful change
2
standing your strategic objectives,
understanding the participant’s real world. you engage the heart, or passion in behavior.
Understanding trumps everything. While to improve, nothing else matters. For too long, the training & development
Engagement
is the word some other companies rely on dated We leverage self-discovery activities in all industry has been more committed
research, we rely on investing our time and of our program designs to build necessary to adherence to their models than to
talent to understanding your issues. conviction to embrace the new knowledge behavior change. This has led to a focus
We operate under the belief that if we and skills. on participant program-license fees
3 demonstrate a deep understanding of “Behavior change most frequently takes and certifying internal trainers, in effect
confusing the means with the end.
your problems and challenges, you and place through a much more emotional-
People are your participants will trust our solution. driven process…It’s the emotional impact We believe that training is about replacing
not sheep
that in turn changes their behavior.” old, less productive behaviors with new,
-John Kotter The Heart of Change. more productive behaviors. In our world,
We target heads, hands, and hearts the business demands determine the
with our solutions. Training that fails training approach.
to inspire, fails. The approach must include a process that
involves the learner and leadership in the
development process.

© 2010 JMReidgroup. Fresh Solutions For a Changing World. 33 Lafayette Avenue, Haddonfield, NJ 08033. Phone: (856) 397-6157 Email: john@jmreidgroup.com

WHAT WE DO
WE DRAW ON OUR EXPERTISE TO BUILD RELEVANT SOLUTIONS THAT GROW FROM YOUR BUSINESS
OBJECTIVES. WE EVALUATE AND INCORPORATE THE LATEST THINKING ON LEADERSHIP, SALES AND
PERFORMANCE IMPROVEMENT. WE BUILD SOLUTIONS THAT YOU DELIVER, OR WE DELIVER FOR YOU.
OUR WORK INCLUDES:

CONTENT SOLUTIONS CUSTOM SOLUTIONS CONTRACT FACILITATION
We have proven training solutions With our independent network of world- AND ONE-ON-ONE COACHING
that engage head, heart, and hands. class partners, we build custom solutions
We draw on a specialized network of
Our programs address the following to meet your specific needs. This includes:
contract facilitators to provide:
capability areas: • Creating Entrepreneurial Culture
• Executive Coaching
• Sales and Sales Management • Talent Management
• Sales Coaching
• Team Dynamics • Customer Loyalty
• Program Facilitation
• Change Leadership • Balanced Scorecard
• Facilitation Skills • On-boarding
• Problem Solving
• Front Line Leadership

Custom Relevance
Solutions

Contract Content
Facilitation Solutions


CONTENT SOLUTIONS
WE KNOW TO HIT THE TARGET OF CHANGING BEHAVIORS WE NEED TO UNDERSTAND THE PARTICIPANT’S
REAL WORLD. WE ARE MODEL AGNOSTIC, BUT ARE ZEALOTS WHEN IT COMES TO EQUIPPING OUR CLIENTS
WITH THE TOOLS TO IMPROVE RESULTS. ALL PROGRAMS BELOW ARE TAILORED TO YOUR UNIQUE NEEDS.

SELLING SKILLS: THE ART AND SCIENCE
HIGH-PERFORMANCE SELLING NEGOTIATION SKILLS
SELLING
• Principles • Negotiation Approaches
SKILLS
• Buyer and Seller Cycle • Sources of Value
• The Three Conversations • Demands versus Needs
• Fundamental Skills • Give to Get
• Buying Types (Functional, Technical, Financial) • Competitive Tactics and Counter Tactics
• Call Preparation
ADVANCED SELLING SKILLS
• Opening a Call
• Prospecting • Orchestrating Internal Resources
• Handling Objections • Buyer’s Motivational Style
• Questioning • Qualifying an Opportunity (Real, Win, Worth It)
• Listening • The Probability Pentagon
• Providing • Gaining Referrals
• Closing • Networking and Accessing
• Decision Makers
ENGAGING PRESENTATIONS • Powerful Summaries
• Audience DNA (Demographic, Needs, Attitudes)
SELLING TO THE C – LEVEL
• Visual, Verbal, Vocal
• Speaking in 3s • What They Care About
• Using Constructs • Strategic Drivers and Priorities
• Preparation • Executive Mindset
• Presentation Structure • Conversation Skills


CONTENT SOLUTIONS
ALL OUR PROGRAMS CONTAIN A BLEND OF RESEARCH-BASED CONTENT, CUSTOM-DESIGNED SKILLS
PRACTICES, AND ENGAGING HANDS-ON ACTIVITIES.

STRATEGIC SELLING SKILLS: STRATEGY FOR PRODUCTIVITY

TIME AND TERRITORY PLANNING ACCOUNT PLANNING
STRATEGIC
SELLING • Time Management Assessment • Revenue History and What’s Possible
• Prioritization Filters • Assess Current State
• Four Views (Customer, Prospect, Market, Competition) • Who’s Who
• Strategic Thinking and Planning Defined • Competition
• Customer Segmentation • Strategic Possibilities
• Relationship Matrix • 90-day Tactical Plan
• Competitive Position
WINNING PURSUITS
• Environmental Factors
• Territory Planning Tool • Targeted Objective
• Known and Needed
• Buyer Types
• Developing Coaches
• The Power of Options


CONTENT SOLUTIONS
WE UNDERSTAND THE CHALLENGE OF MOVING INTO LEADERSHIP AND THE CHANGES THAT ARE
REQUIRED IN THE SKILLS NECESSARY FOR SUCCESS, HOW TIME IS LEVERAGED AND IN WHAT TYPE
OF WORK A LEADER NEEDS TO VALUE.

SALES LEADERSHIP SKILLS: LEADING BY ENGAGING

HIGH PERFORMANCE SALES MANAGEMENT LEADING CHANGE
SALES
LEADERSHIP • Modeling Selling Skills • Phases of Change
SKILLS • Coaching for Performance • Power of Vision
• Driving Strategy • Communication and Expectations
• Stop, Start and Continue
CREATING ACCOUNTABILITY AND ENGAGEMENT
• Defining Accountability LEADING SALES MEETINGS
• Decision Making • Desired Outcomes
• Esteeming and Valuing Others • Leading and Lagging Indicators
• Difficult Conversations • Creating Ownership
• Follow-up and Follow-through


CONTENT SOLUTIONS
LEADERSHIP SKILLS ARE CONTEXTUAL. THE SAME SKILLS NEED TO BE APPLIED BOTH IN THE CONTEXT
OF THE ORGANIZATION AND THE LEADERSHIP LEVEL. A KEY DIFFERENCE IN OUR APPROACH IS THE
BUILDING OF CONVICTION IN ADDITION TO SKILLS AND KNOWLEDGE.

LEADERSHIP SKILLS: FRONTLINE LEADERSHIP

BEING A LEADER PROVIDING DIRECTION
LEADERSHIP
SKILLS • Integrity and Trust • Priority Setting
• Communication • Delegation
• Consistency • Decision-making

DEVELOPING PEOPLE DRIVING OUTCOMES
• Coaching • Problem Solving
• Assessing • Motivation
• Teaching • Recognition

LEADERSHIP SKILLS: ADVANCED

DRIVING STRATEGY DEVELOPING YOUR TEAM
• Paths to Market Leadership • Selection
• Strategic Persuasion • Providing Autonomy
• Leading Your Boss • Accountability
• Leading Your Peers • Recognition


PARTNER PROGRAMS
IN ADDITION TO OUR OWN PROGRAMS, WE ALSO OFFER SELECT PROGRAMS FROM OUR NETWORK OF
PARTNERS. HERE IS A SAMPLING FROM FLOWORKS, OUR EXPERIENTIAL TRAINING PARTNER:

TERRA NOVA ENTERPRISE THE BIG PICTURE
BUILD A CITY, BUILD YOUR TEAM DOING WHAT YOU SAID YOU’D DO CUSTOMER SERVICE ILLUSTRATED
KEY LEARNING: Accountability, Change KEY LEARNING: Accountability, Execution, KEY LEARNING: Customer Service,
Management, Execution, Team Building Teamwork Collaboration, Communication, Teamwork
Terra Nova mirrors the real-world Teams race against the clock and their Customers reward organizations for
challenges faced by teams and competition to deliver what they promised delivering finished products – not for the
organizations that are trying to execute – spacecraft on time and on budget. effort individual employees put into their
organizational strategy in a rapidly To succeed they must honestly assess own goals and activities. This is graphically
changing environment. Participants join performance, coach for improvement, illustrated in The Big Picture, a fun, fast,
teams representing departments, regions, and work together to align their goals and and hard-hitting program where groups
and functions. To be successful, they activities to achieve individual and team design and construct a 8’ x 10’ billboard or
will need to align their goals, roles and accountabilities. banner which can be customized to include
activities. Time Required: 1–3 hours. your logo and conference theme.
Time Required: 3-4 hours. Time: 60-90 min.


HOW WE DO IT
SOFT SKILLS TRAINING OR HARD SKILLS TRAINING—THE ULTIMATE GOAL IS TO IMPROVE PERFORMANCE.
IN ORDER TO IMPROVE PERFORMANCE, WE MUST EMBRACE A STRATEGY THAT REMOVES OLD,
UNPRODUCTIVE BEHAVIORS AND ENTRENCHES NEW, PRODUCTIVE BEHAVIORS IN THEIR PLACE.

The following process ensures that we target the right content, gain insight into the context, and garner the appropriate
management support. Additional details on each of these phases of work, the activities and deliverables are available upon request.

?
DISCOVERY ALIGNMENT PROGRAM RETENTION PROGRAM RETENTION ASSESSMENT

Since nothing is fully learned until it is fully applied, all of our solutions include a variety of content retention and application
strategies. Tools include: email reinforcement, retention cards, job aids, application series, and follow-through guides.


WHO WE ARE
JOHN REID
President, JMReidGroup
JOHN IS PRESIDENT OF THE JMREID GROUP, A TRAINING AND DEVELOPMENT
ORGANIZATION SPECIALIZING IN LEADERSHIP, PROCESS IMPROVEMENT AND
SALES EFFECTIVENESS.

John is unique in the training development space, having spent the majority of his career within private industry. In fact, John
was identified as a rising star in the chemical industry early in his career. John has worked for a range of companies, from global
firms to family-run enterprises. John’s experience in industry includes:
• Profit and loss accountability
• Product rationalization and customer segmentation
• Supply chain management
• Negotiation of key power contracts
• Creation of business strategy
• Large account management
• Cash management
Within the training and development industry, he has built a reputation for providing client-focused solutions, achieving recognition
and awards for his sales performance. He has engaged in providing an outsource solution for an existing training department;
creating and implementing a learning strategy for a major pharmaceutical company; as well as developing a highly engaging
transformational experiential learning solution for a group of senior managers.
John was most recently the Vice President of Sales of a global training and development organization. He has effectively worked
across industries. Key client engagements that John led include Ernst and Young, Wyeth Pharmaceuticals, SCA North America,
American Water, Harsco, and HealthStream.
John received a Bachelor of Science degree from the University of Maryland in Marketing with a minor in Economics. He is certified
in the following training programs: Effective Client Encounters, Essential Facilitation, Facilitative Leadership, Teams in Action,
Mastering Meetings, High Performance Selling Skills, High Performance Sales Management, Presentation Skills and Strategic
Opportunity Management.
John resides in Haddonfield, New Jersey.


WHO WE ARE
LYNAE STEINHAGEN
Speaker, Facilitator, and Consultant
CLIENTS CALL LYNAE WHEN THEY NEED IDEAS AND EXPERIENCE TO IMPLEMENT A
STRATEGIC INITIATIVE OR SOLVE AN ORGANIZATIONAL CHALLENGE.

Her work with clients has included helping them to:
• Build engaging cultures that inspire shared meaning and reinforce values
• Develop and expand individual, team and leadership capabilities
• Facilitate the management of change
• Improve operational efficiency and effectiveness
Lynae’s corporate and consulting experience spans a variety of disciplines including strategic human resource management, training
and development, sales management, and project management.
Lynae’s communication and presentation styles are defined by her passionate spirit and energy. She is able to create an
environment where teams and individuals engage, brainstorm and discover practical solutions in creative ways, while having fun
in the process. She quickly builds trust with audiences through her informal, candid and inquisitive approach. When clients work
with Lynae, they find new possibilities. Her areas of expertise and passion include: building culture, leadership development, team
building, and employee engagement.
Current and past clients include: Cargill, Wells Fargo Home Mortgage, Fannie Mae, Ameriprise Financial, Peace Coffee, City of Eden
Prairie, American Society of Women Accountants, Korn/Ferry International, and Ameriquest Mortgage Company.
Lynae is a graduate of the Leadership Institute of St. Catherine University and has studied Human Resource Management
at St. Mary’s University. She is certified in the Myers-Briggs Type Indicator (MBTI) and is a distributor of Inscape Publishing’s
DiSC products.


WHO WE ARE
LEO F. FLANAGAN, JR., Ph.D.
Senior Consultant
A HALLMARK OF LEO’S WORK IS AN ABILITY TO MEET THE UNIQUE CHALLENGES FACED
BY INDIVIDUAL LEADERS AND THEIR ORGANIZATIONS, WITHIN THE CONTEXT OF THEIR
MARKETS—THE ALIGNMENT OF AN ENTERPRISE’S PEOPLE AND PROCESSES WITH ITS
BRAND AND CUSTOMER LOYALTY STRATEGIES.

Prior to launching his own firm, Leo was Group Director, Learning & Development/Chief Learning Officer for The Willis Group, the
global insurance broker, where he launched the company’s first integrated, worldwide learning and development strategy, as well as
a global sales training system for middle market and premier accounts, which produced 700 new client relationships in its first four
months, with a training ROI of 228%.
Previously, Leo was with Merrill Lynch where, as Director, Global Leadership & Organizational Development, he managed orientation
and interventions for 5,000 employees following September 11. Leo also led scenario planning and analysis of new business models
for the Board in response to dramatic market shifts, designed the firm’s first integrated learning system and planned the first firm-wide
leadership development process that links and measures the impact of a leader’s performance through employee loyalty, client loyalty
and financial results. He also integrated the Firm’s succession planning and talent management processes in order to facilitate the
Board’s selection of the new Chairman/CEO.
Before joining Merrill Lynch, Leo was Senior Vice President, Practice Leader—Employee & Customer Loyalty for The Forum Corporation,
a global diversified financial services firm. At Forum, he introduced a leadership development strategy that included simultaneous
coaching of top executives around the world, developed and implemented business-specific leadership models and implemented
decision-making models for the Office of the Chairman and Executive Management Committee. These actions saved 525,000 payroll
hours annually over traditional training approaches, and achieved financial benefits comparable to $450 million in new business,
with an 18% ROE.
Leo also spent eleven years in academia, as a member of the faculty at Cornell University’s School of Industrial and Labor Relations, where
he was also Director, Office of Management & Executive Education and Director, Human Resources & Management Development.
Leo received his B.A. from Fordham University with a double major in Psychology and Sociology. He received his M.A. in Social Psychology
from Hunter College and his Ph.D in Psychology from the City University of New York. He resides with his family in Stamford, CT.


WHO WE ARE
THOMAS MASIELLO:
Senior Consultant
OVER THE PAST 20 YEARS, TOM HAS CONSULTED WITH SCORES OF FIRMS IN A WIDE RANGE OF
INDUSTRIES AND HAS DESIGNED, DEVELOPED AND IMPLEMENTED TRAINING SYSTEMS AND
SOLUTIONS TO HELP HIS CLIENTS SOLVE THEIR BUSINESS PROBLEMS AND IMPLEMENT STRATEGIES.

Tom has developed a process to help companies focus more effectively on their customers. He has worked extensively with
senior executives to provide coaching and help them identify key business issues. He consults with and develops organizational
solutions and training systems for his clients in:
• Developing a Market/Customer Focus
• Brand and Marketing Management
• Strategic Planning and Marketing Planning
• Consulting Skills
• Sales and Strategic Selling
• Sales Management/Coaching
• Negotiating to Build Long-Term Relationships
• Team Building
• Cross-Functional Integration
• Research/Needs Assessment and Assessment Instruments
• Conflict Management
• Customer Service
Tom has toured the U.S. delivering his 2-day program, How to Be a Better Marketing Manager, to hundreds of senior executives
through various university executive education programs. He is the author of Developing Market Responsiveness Throughout Your
Company. He has taught Marketing, Finance and English for The State University of New York, Marist College and Brooklyn College.
He holds an MBA in Finance from NYU, an MFA in Writing and a BA in English, both from Brooklyn College.


WHAT OUR CLIENTS SAY
WE BELIEVE THAT WE ARE THE BEST PARTNER TO DELIVER YOUR TARGETED TRAINING NEEDS.
BUT DON’T TAKE OUR WORD FOR IT. READ SOME COMMENTS FROM EXISTING CLIENTS:
As a rapidly growing company with a sales team with diverse levels of experience and responsibilities, John and his team tailored
and delivered a dynamic workshop on negotiation skills which met our needs and exceeded our expectations. We will recoup our
investment in this training with the first deal we negotiate applying the methodology and tactics we learned.
- Bruce Brandes Healthstream

John Reid’s passion to understand the client’s issues, coupled with his experience and network, make him a valuable resource to
anyone considering investing in people development.
- Doug Bryant, Director of Organizational Development, Honeywell Aerospace

The session you ran captured the right balance between allowing the sales force to express themselves while artfully steering the
conversation to where management did not feel threatened. Your friendly, knowledgeable, quick style gained people’s trust that you
understood and cared about their world.
- Sam Gerber, Vice President of Sales, Bodek and Rhodes

John’s ability to quickly harness a world-class team of professionals, offer a wide variety of solutions and respond in a timely manner
makes him an invaluable partner to our success. We can count on John to deliver on his commitments and create in partnership with
us a winning solution.
- EY Partner

John is a skilled and effective coach. He understood our business strategy and identified the skills, knowledge and behaviors that the
sales organization would need to succeed. In addition, his approach to learning demonstrates an understanding of the participants’
real world, which made the program a great success.
- Ray Palombi, EVP Sales and Marketing, Harsco Infrastructure

The custom designed program John created showed his passion for understanding the client’s situation. He brings together a
knowledge of the latest thinking, his own experience and an engaging style to create a meaningful learning experience. I would
strongly recommend John for those considering implementing sales training.
- Alex Scott, HealthStream


33 Lafayette Avenue, Haddonfield, NJ 08033
Phone: (856) 397-6157 Email: john@jmreidgroup.com

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