This document discusses executive education programs offered by Croissance Conseil. It provides an overview of their approach, which combines case studies, simulations, and hands-on workshops led by faculty from top global business schools. Their programs can be customized for different levels of management, industries, and time constraints. Topics covered include strategy, innovation, sustainability, and social entrepreneurship.

1. E X E C U T I V E E D U C AT I O N
it’s all about
Our Approach
Our faculty comes from leading global business schools and un-
Topics and Approach
Croissance Conseil faculty will engage you in a deep conversa-
people &
versities including Stanford University (US), Harvard Business tion about your particular learning needs and challenges. We
School (US), IESE Business School (Spain). We adopt a unique design modules according to the target group, e.g. junior man-
combination of pedagogical tools that is centered around the agers or high potentials; according to your particular situational
case-method of learning complemented by simulations, use of challenges, e.g. post merger or nurturing corporate entrepre-
multimedia, and hands-on workshops in small groups. neurship and innovation; and according to your time constraints
and geographical preferences.
performance
The Case-Method of Learning Our topics include
Case studies are the central element of contemporary manage- - introductory and advanced competitive
ment education. They are used by the leading business schools and corporate strategy
around the world in MBA programs and for other forms of ex- - strategy execution : getting things done in organizations
ecutive education. Case studies are stories about business situ- - innovation and entrepreneurship in organizations
ations that reveal how managers in the real world deal with the - sustainable develoment : challenges
challenges they face. Case studies thus help participants both to and opportunities for companies
develop and to apply the principles of good management theory. - social entrepreneuship and strategic philanthropy
This is achieved through individual case preparation by partici-
pants and through very lively and dynamic joint case discussions
and analyses in the classroom. Case studies also provide rich
information about the political, cultural, social and economic as-
pects of various geographies and the competitive dynamics of
the featured industries. Good cases and good case teachers put
pressure on participants – like in real life – because they enable
participants to dive deep into the situation and “feel” the man-
agement dilemma that the case focuses on.
www.peopleandperformance.net

3. 3 training
coaching
consulting
P&P information
contents
We are pleased to present you hereby
PEOPLE & PERFORMANCE services, methods, products
and team.
services
A wide range of expertise 5
Training
Introduction 7
Standard programs 8
Customized to your needs 26
Executive Education 27
Coaching
Introduction 29
Consulting
Implementation consulting 31
Sales excellence 32
PP information
PP Team 36
About PP 38

4. 4
a wide range
of expertise
at your service

5. 5 training
coaching
consulting
PP information
PP services
You need to grow your management skills ? Coach an executive ? We respond to client needs worldwide where strategic changes
Create an academy to improve your sales force effectiveness ? or operational improvements demand behavior change at indi-
You want to design an e-learning program to educate your lead- vidual, team and corporate levels. Our experts are senior, inde-
ers ? Or you wish to replace ad-interim your HR manager who pendent and propose a coherent set of practices to design with
takes a sabbatical leave ? you the right solution.
We have a solution for you. It’s all about PEOPLE PERFORMANCE
TRAINING COACHING CONSULTING
Implementation
Behavioral training Board room coaching
consulting
Sales effectiveness,
Executive education Executive coaching
Corporate academies
Custom programs Strategic coaching HR/LD Support

6. 6
TRAINING

7. 7 training
coaching
consulting
PP information
training
Behavioral training customized to your needs
Our focus is on ‘behavior change’ rather than ‘academic teaching’. These programs can be standard or specifically designed for
Our trainers have been selected based on their seniority and impact. you. Hereafter you will find our customization methodology for
Our programs cover the following domains : your information.
 Functional : Senior Management, Leadership, Decision
Making, Change Management, Middle Management, Key Executive education
Account Management, Sales
Sales
Sales Executive leaders need to keep their skills and knowledge up-
Sales
dated to lead their teams towards success. Together with lec-
 Cross-functional : Negotiation, PersonalSales Stress,
impact, turers from world-class business schools such as Harvard and
Time Management, Networking, Selling your idea Stanford, we propose executive education programs. These
Hereafter, you will find the program description of all our stan-
Sales Management
Management programs can be standard or specifically designed for you.
dard trainings.
Sales Management
Management
how does it work ?
The standard trainings are classified in three categories:
Management Self-management
Self-management
Management Self-management
Self-management
Sales
skills
Self-management
Sales Communication
Communication
Self-management
Sales Communication
Communication
Management
Communication
Management Matrix
Matrix
Communication
Management Matrix
Matrix
Self-management
Matrix
Self-management 2-3 days
2-3 days
Matrix
Self-management 2-3 days
2-3 days
Communication
duration
2-3 days
Communication 4-5 days
4-5 days
2-3 days
Communication 4-5 days
4-5 days
Matrix
4-5 days
Matrix Functional
Functional
4-5 days
Matrix Type Functional
Functional
2-3 days
Functional
2-3 days Non-functional
Non-functional
Functional
2-3 days Non-functional
Non-functional
4-5 days
Non-functional
4-5 days
Non-functional
4-5 days
Functional
Functional
Functional
Non-functional
Non-functional
Non-functional

8. training 8
coaching
consulting
PP information
C l i e n t s at i s f ac t i o n
The service makes the difference
Sales
In times when the supply is multiplied and the products are standardized, can we make a difference? Service quality is an
important element of differentiation that depends solely on us.
How important is customer satisfaction A lot. What would
Management ? consolidate the conditions for generating the maximum satisfac-
happen if our customers were so happy to talk about us to tion. Participants will also receive the tools to recognize first and
Sales
other people and then become our sponsor ? The advantages of then interact with the different types of players, even in difficult
saving time and image promotion would be certain. This training situations. Each client is unique, and should be treated as such.
is therefore dedicated to all those who are in direct contact with
Self-management
both external and internal customers with the goal to create and
Management
Sales
Communication
Self-management
Management
Matrix
Communication
Self-management
2-3 days
Sales
Matrix
Communication
4-5 days
Management
2-3 days
Matrix
Functional
Self-management
4-5 days
2-3 days
Non-functional
Communication
Benefits
Functional Goals
4-5 days
yyHaving a full understanding of how our behavior yyAwareness of the importance of the customer service
Matrix
impacts our customers for a company
Non-functional
yyLearning to understand the needs of customers, even yyThe basis of communication
those most hidden and difficult to identify
Functional yyState of the art telephone skills
yyRelate to the different types and able to adapt their
2-3 days yyHow to negotiate properly with our internal/external
style customer
yyManaging the emotions of customers, keeping their
Non-functional yyHow to handle complaints in an elegant way
balance
4-5 days yyVerbal aikido for handling objections and attacks
yyStrengthening partnerships and continuously
yyHow to walk the extra mile and give real value
monitoring the relationship
Functional
Non-functional

9. 9 training
coaching
consulting
PP information
C oac h i n g f u n d a m e n ta l s
Sales
Motivate and inspire
Management
Performance, motivation, ability and circumstances; how do they all combine and integrate? Coaching, often the poor
relation to “management”, is sometimes underrated and even forgotten.
Research Self-management coaching is the missing element
has outlined that accurately assess their skill level. Only then the appropriate
in business success. When part of an organization’s culture, coaching method will be more successful, notably if the circum-
Sales
coaching has a direct impact on business and the motivation of stances and working conditions lead to the ultimate goal of con-
team members.
Sales sistent great performance levels.
Communication
The difference between Managing and Coaching is critical, Techniques and coaching models will be outlined to assist in
Management
we now know that only 14% of the work force are motivated de-mystifying the coaching process and making it a natural part
by money. It is vital to know the motivation of an individual to
Management of your repertoire.
Matrix
Self-management
Self-management
2-3 days
Sales
Communication
Communication
4-5 days
Management
Matrix
Matrix
Functional
Self-management
2-3 days
2-3 days
Non-functional
Communication
4-5 days
4-5 days
Matrix
Benefits
Functional Goals
Functional
yyCreate confidence and inspire motivation when yyFull awareness of the importance of motivation, ability
2-3 days
coaching and circumstances
Non-functional
yyIdentifying your own likely coaching “blind spots” yyIdentify your personal strong points and pitfalls when
yyCalculate the performance = motivation + ability
Non-functional coaching
circumstances equation
4-5 days yyCreate awareness of the models to successfully coach
yyTurn “techniques” into coaching attitudes yyEquip participants with specific coaching tools and
knowledge
Functional
Non-functional

10. training 10
coaching
consulting
PP information
Project management
Sales
Forget to design is to prepare to fail
Management
Complexity of projects is becoming more and more a critical factor inside organizations. This solution has been designed
for those who are responsible for managing projects and coordinating teamwork even with indirect or temporary au-
thority.
Self-management
Project management is based on 2 dimensions: science (defin- in the project relate to each other, always keeping a clear and
Sales
ing and coordinating projects that will be implemented) and art common vision of the project itself.
(managing people and changes involved in the process).
Sales Therefore we will constantly focus on the development of 2
ManagingCommunication often the critical factor in project man-
people is very skills: designing projects and managing teamwork, both funda-
agement. Apart from all the tools and techniques, the success mental to reach success in project management.
Management
of complex project management lies in how all people involved
Management
Matrix
Self-management
Self-management
2-3 days
Communication
Communication
4-5 days
Matrix
Matrix
Functional
2-3 days
2-3 days
Non-functional
4-5 days
4-5 days
Benefits
Functional Goals
Functional
yyMore efficiency in managing projects by implementing yyTo master the main tools of international project
simple tools and behaviors management
Non-functional
yyA common shared language within the organization yyTo coordinate and motivate people involved in the
yyRespect of the deadlines due to a clear and shared
Non-functional project
project strategy yyTo design all the different aspects of the project
yyIncrease of team spirit within your organization yyTo properly manage individual or group resistance of
difficulties during the project
yyTo improve communication in assigning precise tasks
and monitoring the development of the project

11. 11 training
coaching
consulting
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Effective recruitment
Instinct is not enough
Sales
For sure you can teach a cow how to swim, but why not recruit a dolphin? It is not only a matter of ability. It is very likely
that a dolphin loves water more than a cow ever will.
The recruiting process does not involve only identifying who,
Management Acting in line with corporate values and principles, this solution
amongst the candidates, has got the required skills, but it also has the scope to supply all the main tools to manage the whole
Sales
means understand and verifying that the position inside the or- recruiting process, starting with the job definition required.
ganizationSalesthe characteristics to satisfy the candidate.
has
Failing in this goal may cause relevant damages to companies,
Self-management
in terms of economic resources and time invested as well as in
Management
terms of reputation.
Management
Communication
Self-management
Self-management
Matrix
Communication
Communication
2-3 days
Matrix
Matrix
4-5 days
2-3 days
2-3 days
Functional
4-5 days
4-5 days
Non-functional
Benefits
Functional Goals
Functional
yyAttract the best talents for the organization yyTo master interpersonal communication
yyTo integrate candidates inside your company yyKnowing how to shape the profile to look for and the
Non-functional skills required
yyGet ready for career planning
Non-functional yyHow to prepare and lead an interview
yyHow to collect all the relevant information during the
interview
yyIdentify talents and personal development plan

12. training 12
coaching
consulting
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Collective performance
Sales
From Management
groupwork to teamwork
A bunch of people working together is not necessarily a team. Many low performance issues in organizations have their
cause in the dynamics of poor teamwork practices. For instance, something quite usual as not sharing information in proj-
ect management or using information for private matters, is normally a sign that personal goals are put before common
goals. Unclear goals and hidden agendas produce lack of trust, which deeply affects team performance, and even the
Self-management
team’s existence.
Sales
Highly effective teams share some common traits that go be-
Sales mance teams challenge the rules of arithmetic. The simple sum
yond performance re-engineering issues, time management or
Communication
Sales 1+1 turns different results:
process redesign: they truly share a clear common goal and its 1+1 = 1 portrays the team spirit foundation, in which each mem-
members Management either in an explicit or tacit manner, their
subordinate, ber is accountable for the common performance,
personal wins and agendas lean to those of the team. This im-
Management 1+1 = 3 portrays the team synergy outcome, in which the team’s
plies having open communication among team members, which
Matrix
Management result is higher than the sum of the results of its members.
fosters trust, the foundation of effective teamwork. High perfor-
Self-management
Sales
Self-management
2-3 days
Self-management
Communication
Management
Communication
4-5 days
Communication
Matrix
Self-management
Matrix
Functional
Matrix
2-3 days
Communication
2-3 days
Non-functional
2-3 days
4-5 days
Matrix
4-5 days
4-5 days
Benefits
Functional
2-3 days Goals
Functional
yyRe-build high performance teams from strong attitude yyIdentify the Actual Concrete Situation of the team to
Functional
foundations diagnose the cause of poor team performance.
Non-functional
yyImproved team effectiveness
4-5 days yyHave a shared definition of common goals and over-
yyImproved decision making through consensus rules
Non-functional come personal agendas.
yyHigher team synergies
Non-functional yyImprove team communication, either one-to-one or in
meetings, which builds trust among team members.
Functional
Non-functional

13. 13 training
coaching
consulting
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M at r i x m a n ag e m e n t
Sales
Leading without hierarchical power
Management
“The matrix organization”, which some believe to be a contradiction in terms, was applied for the first time companies
Sales
in the 1960s. After a period of unpopularity in the 1990s, the matrix is now considered a feature of modern societies.
Matrix organized companies are in fact now more numerous
Self-management specific objectives which could differ from ours. In this training
than the old-fashioned pyramid companies. Living within this we will work on some of the most common challenges in this
Management
type of organizations can be very motivating but also very com- type of organization: how to manage virtual teams, how to re-
Sales
plex. Carrying out projects or simply our own objectives involves solve conflicts, how to persuade and motivate others to work for
the collaboration of colleagues or business partners over whom
Communication
Sales our project, how to maximize the strength of the team.
we have no direct hierarchical authority and who, in turn, have
Self-management
Management
Matrix
Management
Communication
Sales
Self-management
2-3 days
Self-management
Matrix
Management
Communication
4-5 days
Communication
2-3 days
Self-management
Matrix
Functional
Matrix
4-5 days
Communication
2-3 days
Non-functional
2-3 days
Functional
Matrix
4-5 days
4-5 days
Benefits
Non-functional
2-3 days Goals
Functional
yyGenerate awareness of the skills necessary to live in a yyMotivate others to help you without hierarchy
Functional
matrix environment yyCommunicate effectively at all organizational levels
4-5 days
yyStimulate the ability of putting the members of an yySet goals and gain the support of all those involved in
internal network into action
Non-functional order to achieve them
yyUnderstand the role of personal responsibility in mak-
Non-functional yyResolve conflicts and difficult situations
ing things work
Functional yyManage and monitor the work of temporary teams
yyImprove our communication skills at any level yySolve and supervise without the intervention of a
yyDevelop a cooperative work style based on consensus superior
yyFocus on teamwork yyNegotiate effectively with your internal customers
Non-functional
yyInfluence your environment at 360 °

14. training 14
coaching
consulting
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M u lt i c u lt u r a l m a n a g e m e n t
Capitalizing on diversity
Sales
It is very well known that a multicultural workforce is rapidly and irreversibly becoming the norm in a large number of
Sales
organizations. But knowing how to manage cultural diversity well is still unknown to many.
In today’s Management
global economy, multicultural management is widely Above all, successful managers are those who develop a cultural
taught in Universities and MBA programs. Unfortunately, these competence, making a concerted effort to understand and learn
Management
courses often encourage fundamental misunderstandings of about their people’s culture. By understanding their culture, and
when, how, and how much culture matters in business. The risk capitalizing on diversity, managers can use more effective moti-
is focusing on national cultural differences in ways that encour-
Self-management vational strategies and supervisory techniques.
age stereotyping and ethnocentrism.
Self-management
Instead, this solution is designed to develop managers’ cultural
Sales
competence and critical thinking skills to analyze and work with
Communication
culturally complex individuals in culturally complex business sit-
Communication
uations.
Management
Matrix
Sales
Matrix
Self-management
2-3 days
Management
2-3 days
Communication
4-5 days
Self-management
4-5 days
Matrix
Functional
Communication
Functional
2-3 days
Non-functional
Matrix
Benefits
Non-functional Goals
4-5 days
yyAvoiding risks of culture clashes, misjudgments and yyFull awareness of the importance of cultural diversity
2-3 days
misperceptions in business situations
yyIdentifying a better integration strategy in case of yyTo identify the main dilemmas that can be used to read
company merging
Functional cultures
yyIncrease teamwork within multicultural organizations
4-5 days yyCreate awareness of our own culture bias and drivers
yyCapitalizing on diversity yyTo equip managers with specific tools and knowledge
in managing multicultural teams
Non-functional
Functional
Non-functional

15. 15 training
coaching
consulting
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Management
Keys for motivation
Sales
Worldwide surveys are pointing the finger towards the modern managers which are constantly disappointing collabora-
Sales
tors expectations and are not able to deal with the fast and impacting changes typical of our times.
How is it possible? There are different reasons, but one can be
Management how to deal and control oneself and then start reasoning in so-
found in the fact that managers are created from people with cial and motivational terms. A trip in a management training is
Management
proven “technical” experiences. Those kind of experiences are fascinating because the first source of learning is represented
valuable but unfortunately are not related to the ability of dealing by ourselves.
with managing people. To be a successful manager you have
Self-management
first of all to get out from the trap of hyper operativity, learn
Self-management
Communication
Communication
Matrix
Matrix
Sales
2-3 days
2-3 days
Management
4-5 days
4-5 days
Self-management
Functional
Functional
Communication
Non-functional
Benefits
Non-functional Goals
Matrix
yyBetter handling ourselves to better deal with others yyRecognize different team maturity stages and handling
yyCreate the conditions for motivation them accordingly
yyTake responsibility in taking and communicating a yyMotivate people in relation to their experience and
difficult days
2-3 decisions expectations
yyKeep corporate culture alive through exemplary yyManage meetings effectively
behavior yyResolve conflicts and difficult situations
yyManage and motivate others on a daily basis
4-5 days yyGive and stimulate feedback
yyCreate a positive atmosphere within the team and the yyCommunicate difficult decisions
organization
Functional
Non-functional

16. training 16
coaching
consulting
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N e g o t i at i o n
Skills Sales strategy
and
We negotiate everyday and most people do not even realize it is happening. Negotiation and handling objections tend to
be an emotional process rather than a rational one. Culture and personality type have a major impact on how we nego-
tiate and influence each other.
Management
We often simplify negotiation and assume it involves fewer tools to help you be more aware of how you negotiate, maxi-
Sales
skills, yet all communication is in a sense a negotiation. Recent mize every negotiation and realize when to step back and make
research has outlined the complexity of our communication, for a concession.
example “Priming” where a supposed saving is outlined which
Self-management
in turn makes the “buyer” more likely to purchase. Techniques, tactics and behavioural models will be outlined to
Management
assist in de-mystifying the negotiation process from an emotion-
This programme can be adapted for managers, salespeople, al and rational perspective.
buyers, inCommunicationwho negotiates. We provide practical
fact anyone
Self-management
Matrix
Communication
2-3 days
Matrix
Sales
4-5 days
2-3 days
Management
Functional
4-5 days
Self-management
Non-functional
Benefits
Functional Goals
Communication
yyBuildong trust when negotiating yyFull awareness of the importance of preparation
yyIdentifying your own likely negotiation “blind spots” yyIdentify your personal strong points and pitfalls when
Non-functional negotiating
yyIncrease profits or save money depending on your
roleMatrix yyCreate awareness of the techniques to successfully
yyTurn “techniques” into negotiating attitudes negotiate
yyEquip participants with specific negotiation tools and
knowledge
2-3 days
4-5 days
Functional

17. 17 training
coaching
consulting
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S t r at e g i c S e l l i n g
Sail into complexity
Sales
Big modern organizations look often like dense forests and getting in can be a tiring experience because of the high
number of speaking partners you can find, the confusion of strategies and the threats generated by “hidden agendas”.
Ignoring complexity can lead to the loss of important business
Management cision-making process, map the main stakeholders, identify the
opportunities and when we are facing a complex environment triggers that will lead to action and be sure of who is an ally and
Sales
we need better and more sophisticated instruments than the who is a threat. Often we have to find out which is the real prob-
ones we use in simple one on one sales situations. We have to lem the client wants to solve. Therefore complex solution selling
take into account the different stakeholders with different goals
Self-management in a complex environment is a real consultative art.
and different strategies. We need to understand the client’s de-
Management
Communication
Self-management
Matrix
Communication
2-3 days
Matrix
Sales
4-5 days
2-3 days
Management
Functional
4-5 days
Self-management
Non-functional
Benefits
Functional Goals
Communication
yyDevelop a “sales consultancy” attitude yyUnderstanding the client’s environment – identifying
yyUnderstand and integrate the strategic and political the problem
Non-functional
dimensions in the sales process yyClarifying the position of each key player – making a
yyStimulate the ability and willingness to go beyond the
Matrix proposal adapted to their different interests
first customer request to find the real needs yyDemonstrating our difference – engaging the deci-
yyIdentify each player and manage their different goals sion-makers
and needs yyDevelop our network taking into account the new
2-3 days
yyFocus on creating “added value” for the client media and web 2.0
yyMaximize the chances of a positive conclusion – nego-
tiating effectively
4-5 days yyDevelop a long lasting partnership
Functional

18. training 18
coaching
consulting
PP information
Selling
Stop telling, start selling
Sales
Most salespeople think that selling is the same as presenting their product or service when meeting with clients. They
Sales
prepare what to say, have a good knowledge of their products and are well-equipped with state of the art technical aids.
The question is: Is this enough to sell?
Management
This training offers an effective step-by-step journey around the On top of that, participants learn about their current behavior
sales fieldManagement not only the skills but also the attitudes
dealing with during the sales visit. They understand that “telling is never sell-
that can help to increase sales and profitability through a better ing” and that their ultimate objective is far beyond sales: they
understanding of the entire sales process and the customers’
Self-management must act as a trusted and preferred partner. The training is high-
motivation as well. Every step of the sales action is trained - ly interactive with many opportunities for role playing and gath-
Self-management
with specific adaptation to the professional environment of each ering feedback on strengths as well as improvement areas.
participant.
Communication
Communication
Matrix
Matrix
2-3 days
2-3 days
Sales
4-5 days
4-5 days
Management
Functional
Functional
Self-management
Non-functional
Benefits
Non-functional Goals
Communication
yyIncrease sales effectiveness and profit yyDiscover the key selling habits such as asking insight-
yyDevelop a consultative selling attitude ful questions and listening skills
yyBetter self-awareness yyFind ways to turn personal client relationships into
Matrix selling relationships
yyTurn “techniques” into daily routine
yyLearn how to make effective cold calls and to over-
come barriers
yyEstablish simple ways to make winning sales presen-
2-3 days
tations and to speak in terms of benefits
yyLearn how to deal confidently with objections and
close the deal
4-5 days yyUncover simple tools for opening, advancing and
closing sales calls
Functional

19. 19 training
coaching
consulting
PP information
Manage your time
Sales
From Management to proactive
reactive
Many of us have a deep feeling that we are not the owners of our time. We feel it belongs to the urgent needs of the
organization or our bosses. We can plan our days and agendas, but to a great extent we finally devote our time to unexpect-
ed and unplanned tasks that we perform without analysis, not knowing if they are really relevant or even our responsi-
bilities. We often have the feeling that we are mere reactive pieces of a big business organism, daily entering a whirlpool
Self-management
of activities and meetings we do not control.
Sales
We can view time as a series of future events that will happen decisions and leisure decisions. For this we need to have a clear
to us, no matter what we do (reactive view) or we can see it as
Communication view of life purpose and professional responsibilities, gain con-
the result of personal decisions we daily make (proactive view). fidence to stop doing some things, start doing others, delegate,
Management
Am I a victim of time or am I an actor of my life? Do I have a improve productivity at meetings, gain discipline in personal
say in how I spend my time? The purpose of time management planning and execution, deal with interruptions and unforeseen
is to gain awareness of our responsibilities, define the important
Matrix tasks, and develop a proactive state of mind.
things in our life, and learn to make decisions accordingly, work
Self-management
Sales
2-3 days
Communication
Management
4-5 days
Matrix
Self-management
Functional
2-3 days
Communication
Non-functional
4-5 days
Matrix
Benefits
Functional Goals
2-3 days
yyClearer state of mind and improved personal satisfac- yyFocus your activity on the important issues
tion and quality of life yyTake control of your time by always deciding what to
Non-functional
yyImproved personal productivity and proactive attitude do and the task to perform
4-5 days
yyImproved discipline to plan your time and execute yyHave clear criteria to eliminate tasks, delegate them
accordingly and plan the rest
yyHigher confidence to prioritize tasks and say no
Functional
Non-functional

20. training 20
coaching
consulting
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Stress management
Sales
To find our personal gravity center
Management
The OMC has defined stress “a global epidemic”. In Europe, stress is responsible for 50% - 60% of working days lost, and
affects one in every four employees. A survey of 800,000 American workers shows that the number of people who lost
work days due to stress has tripled in the last 5 years.
Self-management
The consumption of anti-anxiety drugs is increasing, working we need within ourselves because we can not rely on anything
hours are Sales
increasing as well as the amount of information that else. Through the help of ancient disciplines and modern tools
we handle daily as well as risks and responsibilities. The new we first can regain our inner center of gravity and having re-
world moves at a speed much greater than our own and trying
Communication gained the control of ourselves we can re-set our life in a more
to run after it does not lead to anything but discomfort and frus- healthy and functional way for the benefit of our prosperity and
Management
tration. What to do to regain control? We must find the answers our performance.
Matrix
Self-management
Sales
2-3 days
Communication
Management
4-5 days
Matrix
Self-management
Functional
2-3 days
Communication
Non-functional
4-5 days
Matrix
Benefits
Functional Goals
2-3 days
yyBecome aware of the effects of stress yyIdentify the main sources of stress both personal and
yyDecrease the amount of stress to limit the damage professional
Non-functional yyStress intensity equation: a useful way to seize the
yyReestablish control over your priorities
4-5 days problem
yyUse the best tools to manage the mental and physical
balance yyHow to increase our resources
yyFinding your center for greater well being at work and yyHow to distinguish the irrational stake and how to take
in your private life control over it
Functional
yyThe communication under stress: how to exit from the
negative spiral
yySave, store and use energy in new ways
Non-functional

21. 21 training
coaching
consulting
PP information
C r e at i v e p r o b l e m s o lv i n g
Sales
Resolve, innovate, act
Management
Tomorrow’s world will be increasingly dominated by complexity and change. What are the most important resources to
deal with this scenario? Creativity, imagination and ability to solve problems.
Problem solving is a tool, a skill and a process. A tool because
Self-management even create it. The ability to think outside the box is just as im-
it can help solve a problem. A skill, once learned, can be used portant as structuring the information in a rigorous way. The last
Sales
continuously, like the ability to ride a bike. It is also a process step is critical : the ability to choose among alternatives and take
because it involves using a series of steps. Even before solving action with determination and responsibility.
a problemCommunication to be able to identify it and sometimes
it is necessary
Management
Matrix
Self-management
Sales
2-3 days
Communication
Management
4-5 days
Matrix
Self-management
Functional
2-3 days
Communication
Non-functional
4-5 days
Matrix
Benefits
Functional Goals
2-3 days
yyGenerate awareness of the mental mechanisms that yyReview your concept of “problem” in a different light
can facilitate the process of solving problems and yyThe 6 steps in approaching problem solving
those that block our minds
Non-functional
yyThe basic tools for the analysis of the situation
yyDiscovering new methods to find pragmatic solutions
4-5 days
yyUnleash creative thinking to generate new solutions
both individually and in groups
yyRationalize the alternatives we have identified
yyHaving a more open approach to solving any problem
yyChoose wisely and courageously
yyDevelop a positive and proactive attitude
Functional yyAvoid the pitfalls of predictable irrationality
yyCreate innovation and continuous improvement
yyBe generators of innovation
Non-functional

22. training 22
coaching
consulting
PP information
Train the trainer
The art of engagement
Sales
Learning organizations know how much competitive advantage relies on the diffusion and application of internal knowl-
Sales
edge. To properly transfer information you cannot rely only on written documentation that nobody will read. A ‘live’
trainer is still the best way to ensure a proper knowledge transfer.
Management
But people expect a lot when they go to a training, even when it No matter what kind of training you do - sales, scientific infor-
Management
is held internally in the organization, and a ‘run of the mill’ train- mation, IT skills, financial planning, commercial awareness,
ing puts people to sleep.
Sales interpersonal skills, you need to be well prepared and able to
Self-management
Sales
handle whatever happens in the training room. The ultimate goal
Our approach to trainer training is about preparing, inspiring and is to help participants translate knowing into doing – transferring
motivatingSelf-management
the future trainers, giving them ready to use skills knowledge into practice.
and tools and helping them create a fun and useful experience
Management
for the participants.
Communication
Management
Communication
Self-management
Matrix
Self-management
Matrix
Communication
2-3 days
Communication
2-3 days
Matrix
4-5 days
Matrix
4-5 days
2-3 days
Functional
2-3 days
Functional
4-5 days
Non-functional
4-5 days
Benefits
Non-functional Goals
Functional
yyA well designed content engineered for an easy yyCreate content to meet targeted pedagogical objec-
Functional
transfer tives, participant expectations and needs
yyBetter training materials from slides to handouts and yyLearn valuable ‘staging’ skills and techniques and
whatever is needed to make it stick
Non-functional practice them
yyFullNon-functional the participants during the training
involvement of yyMaster the different ways of interacting with a group,
yyImpact, engagement, fun for a profitable experience even when the group is unreceptive, inactive or
difficult
yyAcquire the methods to urge participants to transfer
learning into practice
yyCreate the most relevant evaluation tools

23. 23 training
coaching
consulting
PP information
P ow e r f u l P r e s e n tat i o n
Sales
Art ofManagement
influencing
Do you dread speaking in public or giving presentations? Do you think that presentation is about telling what is written?
Do you have problem to get your messages across to mobilize your audience?
This course aims to develop presentation techniques and be-
Self-management Due to the restricted group sizes, all participants gain high level
haviours, knowledge and confidence in both formal and informal of attention and receive personalized feedback.
Sales
presentation situations. The participants have the opportunity to
explore and practise key areas in both preparation and delivery This course is aimed at anyone who needs an in-depth introduc-
of presentations. They understand that the content is not neces-
Communication tion to presentation skills, or for those who would benefit from a
sarily enough to turn the audience from the “listening” phase to refresher on the key skills.
Management
the “acting” phase.
Sales
Matrix
Self-management
Sales
Management
2-3 days
Communication
Management
Self-management
4-5 days
Sales
Matrix
Self-management
Communication
Functional
Management
2-3 days
Communication
Matrix
Non-functional
Self-management
4-5 days
Matrix
2-3 days
Communication
Benefits
Functional
2-3 days Goals
4-5 days
yyLearn and apply the basic theory of delivering effec- yyPlan, structure and deliver an effective presentations
tive Matrix
presentations yyReach the maximum impact on the audience
Non-functional
yyDevelop confidence and overcome nerves
4-5 days
yyControl stage fright, keep calm and confident
yyBuild up own presentation style
Functional
yyUnderstand the impact of body language and voice
2-3 days yySelect and use the a range of visual aids to support
Functional during presentation
Non-functional yyUnderstand techniques for gaining and keeping the
4-5 days attention of your audience
Non-functional
Functional
Non-functional

24. training 24
coaching
consulting
PP information
P r e v e n t a n d R e s o lv e c o n f l i c t s
Sales
The way toward common solutions
Management
Workplaces are naturally stressful environments, and personal conflicts between co-workers can be both a cause and
product of this stress. Managing conflicts means implementing strategies to limit the negative aspects of conflict and to
increase the positive aspects of conflict at a level equal to or higher than where the conflict is taking place.
Self-management
There are many causes that generate conflicts inside organi- With this solution, first of all we help team members to prevent
Sales
zations: different cultures, differences in working style, power, conflict from arising. Nevertheless, when conflict arises, we pro-
personality clashes, roles and responsibilities not properly de- vide a set of tools and behaviors that will help people to go from
fined, lackCommunicationYet, if people are not able to solve their
of rules, etc. a conflict into a win-win negotiation, where both parties find a
conflicts, what are the grave consequences for the organization common solution.
Management
and for the people involved?
Sales
Matrix
Self-management
Management
2-3 days
Communication
Self-management
4-5 days
Matrix
Communication
Functional
2-3 days
Matrix
Non-functional
4-5 days
2-3 days
Benefits
Functional Goals
4-5 days
yyAn improved business atmosphere yyTo become aware that conflict, under certain condi-
yyBetter self management tions, can be positive
Non-functional yyTo identify our primary style in handling conflicts
yyIncrease of self motivation
Functional
yyHigher chances to reduce people turnover and loss of yyHow to switch from conflict to a negotiation process
talents yyHow to handle objections and criticism gracefully
yyHow to prepare and carry out an arbitration, when
Non-functional needed

25. 25 training
coaching
consulting
PP information
Connective Leadership
Making change normal
Sales
Leaders are facing a complex challenge, the need to connect and integrate two important yet conflicting forces: Diversity
Sales
and interdependence, reflecting on the constant tension between the self and others.
Old style leadership based on traditional business models and
Management The connective leader combines their vision and that of the or-
structures no longer work, a new model is required to define our ganizations with the dreams of others. This has the impact of
Management
current times. Making change normal means taking and releas- creating harmony amongst disparate groups and co-operation
ing initiative, driving and motivating others. It is about letting go becomes the norm.
of the control freak within you. Applying this model allows you to
Self-management
strengthen your influence on the outer world without distracting
Self-management
from the quality of the inner world.
Communication
Communication
Matrix
Matrix
Sales
2-3 days
2-3 days
Management
4-5 days
4-5 days
Self-management
Functional
Functional
Communication
Non-functional
Benefits
Non-functional Goals
Matrix
yyAvoiding risks of outdated business models yyFull awareness of the importance of a shared vision
yyDevelop a feeling of calm and confidence in crisis and mission
situations yyIdentify the main dilemmas that can be overcome as
yyEnsure days organization lives as a disciplined entre-
2-3 your a leader
preneurial culture yyCreate an atmosphere of cooperation
yyBecome the emotionally intelligent leader yyTo equip the leader with the ability to inspire motiva-
tion
4-5 days
Functional
Non-functional

26. training 26
coaching
consulting
PP information
CUSTOM i z ED TO YOUR NEEDS
We create specific solutions with you, including: How will you see our commitment applied to your project? All
yyTrain-the-trainer programs our custom projects include 2 crucial ingredients:
yyCorporate Academies development and outsourcing a) A communication policy workshop
yyLeadership, Management, Sales and Negotiation faculties b) A business results measurement workshop
People and Performance has developed a unique methodology Communication Policy
to help you to focus on growth and performance while we bring Custom projects are usually initiated by a need for change and
our expertise and design with your teams, the best programs. performance. The resulting project will potentially face important
resistances and obstacles. The most successful projects invest
substantial resources in a dedicated communication platform
that will market the program to key stakeholders. We will sup-
port you in this challenge with our unique methodology during a
«Communication Policy» workshop with clear deliverables.
Follow-up Understand Business Results Measurement (BRM)
and measure your need People Performance philosophy is to value the benefit of
learning. Regardless of your project approach, training, coach-
ing, blended learning or virtual learning, People Performance
will apply its innovative BRM service to integrate into your proj-
Deliver Design your ect a mechanism that will guarantee a precise and regular evalu-
the best solution ation of the programme’s impact on business. Our BRM service
includes a BRM workshop with your project team and specific
tools such as BRM dashboards.
Commit with
stakeholders
Our philosophy is to remove as much organisation and logistics
as possible off your shoulders to enable you to focus all your
energy and resources on the quality of the programs.
Our experts will facilitate the design of your programs with one
objective in mind: business results. For most consultancy and
training companies, this remains a marketing pitch, for us, it is
a commitment.

27. 27 training
coaching
consulting
PP information
e x e c u t i v e e d u c at i o n
Our Approach Topics and Approach
Our faculty comes from leading global business schools and un- Croissance Conseil faculty will engage you in a deep conversa-
versities including Stanford University (US), Harvard Business tion about your particular learning needs and challenges. We
School (US), IESE Business School (Spain). We adopt a unique design modules according to the target group, e.g. junior man-
combination of pedagogical tools that are centered around the agers or high potentials; according to your particular situational
case-method of learning complemented by simulations, use of challenges, e.g. post merger or nurturing corporate entrepre-
multimedia, and hands-on workshops in small groups. neurship and innovation; and according to your time constraints
and geographical preferences.
The Case-study Method of Learning Our topics include :
Case studies are the central element of contemporary manage-
yyintroductory and advanced competitive and corporate
ment education. They are used by the leading business schools
strategy
around the world in MBA programs and for other forms of ex-
ecutive education. yystrategy execution: getting things done in organizations
yyinnovation and entrepreneurship in organizations
Case studies are stories about business situations that re- yysustainable develoment: challenges and opportunities for
veal how managers in the real world deal with the challenges companies
they face. Case studies thus help participants both to develop
and to apply the principles of good management theory. This
yysocial entrepreneuship and strategic philanthropy
is achieved through individual case preparation by participants
and through very lively and dynamic joint case discussions and
analyses in the classroom.
Case studies also provide rich information about the political,
cultural, social and economic aspects of various geographies
and the competitive dynamics of the featured industries. Good
cases and good case teachers put pressure on participants – like
in real life – because they enable participants to dive deep into
the situation and “feel” the management dilemma that the case
focuses on.

28. coaching

29. 29 training
coaching
consulting
PP information
coaching
methodology Approach
Its purpose is to simultaneously boost personal performance and Personalised accompaniment over time, based on co-defined
personal growth. objectives. 6/8 x 2 hourly sessions over a 6/8 month period.
A PP coachee will embark upon an ‘effective’ relationship with These interim sessions, once every 3/4 weeks, allow the client to
a sparring partner who will diligently, stimulate, support and implement a personal action plan and fully integrate new prac-
challenge. Always in the most positive spirit, combining honest tices.
toughness with true compassion in the most pragmatic way.
The client will discover, understand and change his/her be-
The priority, to optimise and deepen the relationship which the haviour.
individual has with him or herself and so with his or her envi- The coach, between sessions, is available for an agreed period
ronment. Whether the task at hand is maintenance, evolution, of time, to answer urgent matters, either by phone or email.
or revolution, the journey is guaranteed to be an inspiring one. Effects :
Independent of any single school of thought, PP’s pragmatic, yyMastery of the competencies demanded by a current
impact-focused coaching is rooted in the ‘dna’ of the executive or future role
coach.
yyImproved personal effectiveness, resilience, stamina and
stress management
His or her craft is further nourished by exposure to complemen-
tary schools of thought, such as provocative therapy and radical yyImproved decision-making ability
constructivism. Such schools can and will be drawn on as partic- yyAbility to solve a specific problem or conflict
ular situations demand. yySuccessful Business development through strategic
involvement
kick- session session session session session session closing
off #1 #2 #3 #4 #5 #6 session
quality TARGET
Our approach to quality : For Who ?
yyTheory : Continuous professionnal development by master yyBoard, chairs, CEOs
classes yyManagement team
yyPractice : « The more I practice, the better I get », working yyDirectors
with clients everyday
yyKey senior managers
yyIndependent supervision : Acting with the highest level of
yyPartners in professionnal service organisations
integrity
yyHight potentials
yyAccreditation : EMCC ICF WABC
yyClient satisfaction : Rolling survey of client satisfaction
Boardroom coaching Strategic coaching
Executive Coaching Implementation coaching

30. 30
consulting

31. 31 training
coaching
consulting
PP information
i m p l e m e n tat i o n c o n s u lt i n g
WHY PP CONSULTING ? yyImplementing an effective Key Account Management
People Performance Consulting helps companies to achieve strategy
commercial excellence. We close the gap that companies expe- yyDeveloping sales managers to lead and coach their teams
rience in developing both the organization and its people as they
yyManaging changes in commercial attitudes and behavior
strive for performance improvement.
We define ourselves as “implementation consultants”, since we yyEnsuring alignment of marketing and sales to secure cus-
focus our efforts on helping organisations move from ‘Strategy tomer revenues
to Action’, and from ‘Plans to Excellent Execution’.
How do we do this By integrating the hard and soft compo-
? OUR APPROACH
nents of sales organization development we convert your strate- We apply a “holistic and pragmatic consulting approach”, using
gy into effective human behavior. By applying pragmatic change the in-depth experience of our consultants, who are experts in
management solutions that are proven to work in sales environ- organizational people development in Commercial Excellence.
ments, we ensure minimal transitional difficulties They typically have 15+ years’ experience in consulting, busi-
ness management and human capital development and are able
Typical challenges that organizations currently experience include : to connect strategy with actual behavior in the field. We strongly
believe that it’s vital to use the right mix of training, coaching
yyRapidly evolving new sales models, changes in sales peo-
and consulting if you want to achieve sustainable results through
ple’s role, and how to respond effectively.
behavior change. Our teams will help you design the right kind
yyThe impact of new technology on the sales process of program to secure the result you want.
our process is made of three steps
process investigate design implement
To identify issues To design solutions, To launch execute
OBJECTIVE and opportunities for components and solutions,components and
improvement implementation program implementation program

32. training 32
coaching
consulting
PP information
PP sales excellence COmmeRCIAL eXCeLLeNCe - OffeRING
We have consolidated our expertise, methods and tools in the field of Commercial
Excellence, with the objective of creating Sustainable Customer Revenues.
The following are the components of the offering, wich are customised in our
“investigate-design-implement” approach:
COMMERCIAL EXCELLENCE - OFFERING
We have consolidated our expertise, methods and tools in the Activities to
field of Commercial Excellence, with the objective of creating drive sales
Sustainable Customer Revenues.
The following are the components of the offering, which are cus-
tomised in our “investigate-design-implement” approach :
Sustainable
Revenue
Customer
Engine
Revenues
1. Online Sales Excellence Diagnostics :
Week 1-2
Consulting
Objective : To identify and prioritize where most gains can be Specialised Tools
made in your sales organization. Activities Training Coaching
to manage
How : We benchmark against over 90 best practice elements customer
that can improve your sales performance. experience
Sample questions
1) We have good insight into our customer’s buying process for our offering
Activities to drive Sales
• Sales Strategy – Action Plans (?)

1 
2 
3 
4 
5 
6 
• 7  8 
Sales Structure 9 
10
• Sales Training
2) We understand the typical aims and strategies of procurement professionals in our customers
• Sales Coaching
• Change Management

1 
2 
3 
4 
5 
6 
7 
8 
9 
10
Revenue engine
3) We know how our customer’s procurement categories and manage us
• Sales Process SFE tools
• Customer Journey Experience

1 
2 
3 
4 
5 
6  7  8  9 
• Marketing Sales Integration
10
4) We regularly seek the views of how customers see us • Sales Force Incentive schema

1 
2 
3 
4 
5 
6  to manage customer9 
7 
Activities 8 
• Customer Segmentation
experience 10
• Account Territory management
• Key Account Management
2. Commercial Health Check : Week 3 • Commercial Planning
• CRM strategy
Objective : To create a comprehensive view of the issues and opportunities to develop the commercial
• Complaints handling organization
and reach a mutual agreement on the plan to execute it. • Customer satisfaction handling
How : Through in-depth analysis, observations/ investigations in the field.
info@peopleandperformance.net - www.peopleandperformance.net
In-Depth Analysis Field Field Design Present Decide
Through : Observation/ Observation/ on Commercial
Commercial
· Document review Investigation day Investigation day Excellence plan
Excellence plan
· Interviews with
Key Stakeholders
· Data analysis
Monday Tuesday Wednesday Thursday Friday
Day 1 Day 2 Day 3 Day 4 Day 5

33. 33 training
coaching
consulting
PP information
3. Execute Commercial Excellence Plan : Week 4 onwards
Objective: Get sustainable results as identified in the plan
How: Through our fields of expertise
OUR FIELDS OF EXPERTISE:
Customer Segmentation and Targeting Sales managers competency development
yyDelivering the right customer experience to every customer yyDeveloping frameworks and action plans to improve the
segment competencies of Sales Managers to lead and coach their
sales people
Marketing Sales alignment
yyClosing the gaps between marketing practice and sales Project management in Marketing and
activity, exploiting the promise of customer centricity Sales
yyDeveloping methods, tools and competencies (hard and
Commercial Change management soft) to effectively plan, manage and monitor projects,
yyManaging all the change process, from the road map to the respecting principles of Marketing and Sales alignment
desired commercial behaviours
New product launch support
Strategic Key Account Management yyReducing the sales learning curve by accelerating learning
yyImplementing the KAM strategy to ensure effective execu- in sales teams when selling new products / services
tion, developing roles, competency, tools, processes and
behaviors Use of new technology in selling, sales
management and coaching
Account Territory management yyDelivering new approaches and methods to the sales team
optimization to incorporate new devices (tablet pc, smartphones, etc.)
yyDelivering the organizational model for account portfolio and digital / social media channels into sales practice and
and territory management, to achieve sales excellence at behaviors.
current customers and enhance prospect acquisition
Sales Academy development
yyDefining a tailor made competency development and
knowledge management program, through the targeting
of the right competencies and the delivery of customized
training and coaching actions

34. 34
pp
information

35. 35

36. training 36
coaching
consulting
PP information
pP team
trainer trainer trainer
Achilles Choi Alastair Mcivor Anderson Hirst
coach coach coach
China United Kingdom Spain/Latin America
consultant consultant consultant
trainer trainer trainer
Barbara Viamin Cédric Luthi Chris Pankow
coach coach coach
Italy Switzerland USA/Latin America
consultant consultant consultant
trainer trainer trainer
Ed de Kievit Emese Moricz Eric Josso
coach coach coach
The Netherlands Hungary France
consultant consultant consultant
Francesco trainer trainer Guillaume trainer
Giulio Di Santo
De Tommasi coach coach Ibsaienne coach
Italy
Italy consultant consultant Switzerland consultant
trainer trainer Jaroslaw trainer
Hervé Lamand Hynek Glos
coach coach Zamroch coach
France Czech republic
consultant consultant Poland consultant

37. 37 training
coaching
consulting
PP information
trainer trainer trainer
Laszlo Kaczur Laurent Poujol Marco Ceretti
coach coach coach
Hungary Switzerland Italy
consultant consultant consultant
trainer Paco (Francisco) trainer trainer
Martin Capelle Paolo Mazzaglia
coach Ortega coach coach
Germany Italy
consultant Spain consultant consultant
trainer trainer trainer
Pavel Novak Philip Sjögren Renate Willi
coach coach coach
Czech republic Sweden Switzerland
consultant consultant consultant
Richard trainer Rocio de Benito trainer trainer
Ron Weil
van Rijswijk coach Navarro coach coach
Belgium
The Netherlands consultant Spain consultant consultant
trainer trainer Sylvain trainer
Serge Sironi Susanne Kaegi
coach coach Naltchayan coach
Switzerland Switzerland
consultant consultant United Kingdom consultant

38. training 38
coaching
consulting
PP information
about
PROFILE EXPERTISE
P P is a select group of senior consultants, coaches and train- The P P platform has been developed with the end-user in
ers. Our platform fulfills the multinational companies’ needs to mind. Our partners are all senior-level consultants, recognized
deploy behavioral-oriented, coaching and training programs for their expertise and with proven track records.
worldwide.
Because your project may require several trainers and/or
Our consultants share a common philosophy and standard of coaches, we have integrated a vast number of Human Resourc-
quality. They are industry leaders working together internation- es and Learning Development competencies. Our consultants
ally, yet connected to their local market places. combine a wide range of expertise, including:
We assist you in strategically turning your company’s mission yyBehavioral Training
into goals, action and results.
yyExecutive Coaching
Our focus is on your success – your people and their perfor- yyHR / LD / SFE Consulting
mance ! yyLeadership Development
yyTalent Management
yyAssessment Centers
yyLearning
yyManagement Systems
yyLearning Engineering
LOCATION
Our advantage is that because our consultants are located in
your region and speak your language, they are highly cost
effective and versatile.
With a presence in Europe, North America and the Asia/Pacific
regions, we can offer delivery on the following languages:
yy English yy Hungarian yy Finnish
yy French yy Czech yy Mandarin
yy Italian yy Russian yy Cantonese
yy Spanish yy Polish yy Greek
yy German yy Slovak yy Romanian
yy Dutch yy Swedish yy Turkish
yy Bulgarian yy Norwegian

40. Group Headquarters
Croissance Conseil Sàrl · Mont-Blanc Plaza A · Avenue du Mont-Blanc 33 · 1196 Gland - Switzerland
Phone : +41 (0)22 364 45 36 · Fax : +41 (0)22 364 11 03 · info@peopleandperformance.net · www.peopleandperformance.net