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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                                                       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




 a wide range
 of expertise
at your service
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




TRAINING
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
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                                                                                                                      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
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                                                                                                                        training

                                                                                                                              coaching

                                                                                                                              consulting

                                                                                                                              PP information




     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
training                                                                                                                               12
      coaching

    consulting

PP information




                  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                                                                                                                         training

                                                                                                                               coaching

                                                                                                                               consulting

                                                                                                                               PP information




     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 °
training                                                                                                                                 14
      coaching

    consulting

PP information




                  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                                                                                                                           training

                                                                                                                                 coaching

                                                                                                                                 consulting

                                                                                                                                 PP information




     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
training                                                                                                                                16
      coaching

    consulting

PP information




                  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                                                                                                                         training

                                                                                                                                coaching

                                                                                                                                consulting

                                                                                                                                PP information




     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
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                                                                                                                         training

                                                                                                                               coaching

                                                                                                                               consulting

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     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
training                                                                                                                                20
      coaching

    consulting

PP information




                  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                                                                                                                            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
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                                                                                                                         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
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                                                                                                                           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
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                                                                                                                         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.
coaching
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




consulting
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
People & Performance Brochure
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People & Performance Brochure

  • 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
  • 2.
  • 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
  • 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 PP information 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 PP information 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 PP information 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 PP information 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 PP information 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 PP information 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 PP information 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 PP information 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.
  • 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
  • 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