"I know my product and I know it's the best
but I can't seem to convince the marketplace."
Our seminars and training cover our broad scope of expertise and can be
used as part of, or independent from, our consulting services
They are always customized to your situation or group, and are an effective way of reaching more people at once.
Click on the topic of interest for more information.
Improving Business Performance
Banking and Finance
Avoiding & Handling Troubled Situations
Each stage of the business life-cycle is different. That means each stage requires different resources and skills in order to progress and succeed. If you manage your mature company the same way you managed your start up, you’ll fail. Understanding the stage you’re in and what’s required is vital. In this seminar we’ll teach you:
- What skills you need to start your business
- What external resources are needed at various stages of business life
- Fundamental management differences between startup and established companies
- How to recognize when you are in, or need to, transition
- How to reinvent your company while keeping it the same – maintaining core competencies
Your business culture is often the least understood, most subjective, and important aspect of your success. As a business owner or executive you make the “big” decisions, but every employee makes hundreds of “little” decisions every day that impact your company’s performance. Your culture is the guiding principal in all those decisions - how do you understand it, define it and improve it? Find the power of your culture!
- The five elements of culture
- Assessing your own culture
- Defining and achieving your culture of success
Most mergers fail but few learn the lessons of why. Combining two companies often looks great on paper and makes strategic sense. It is often a very tempting way to grow market share and revenue; cut costs; gain customers, technology, or people; but if you’re not careful the best minds in the industry can’t make it work.
Using real life experiences in the largest industrial merger of its day, the merger of Daimler Benz and Chrysler, we’ll discuss what went wrong and how the same mistakes can be avoided.
- Identifying common, and merger specific risks
- Assessing the likelihood of a merger’s success; the value of humility
- Post merger integration - it doesn’t just happen
- Distinguishing between warning signs and progress
It’s easy to negotiate when you hold all the cards. In fact, you don’t negotiate, you dictate. What about when the party on the other side of the table is bigger and stronger than you? Is it hopeless? Or can preparation lead to coming out on top? This seminar will help you to:
- Understand how the “superior” party prepares
- Analyze the other side
- Appreciate the difference between haggling and negotiating
- Set your own strategy
- Use your inferior position as an advantage
- Know when to change course
- Know how to assign roles; stars, supporting cast, understudies
It’s not enough to have a great product or service - nothing sells itself. Entrepreneurs are always creative but only sometimes salespeople. This seminar helps the entrepreneur:
- Generate leads
- Prepare for a sales call
- Manage a sales call & the sales process
- Handle objections
- Break through screeners and other barriers
- To know when to close and how to close
To run a company you need access to capital. But there are different types of capital and different sources for them. Not matching the right source of funding to the appropriate use can lead to frustration and failure. In addition to how you should fund your business, you must understand the real world constraints of obtaining “ideal” funding at any particular point in time.
- The different funding sources and when to use which
- Your money versus other people’s money: the trade offs
- Equity versus debt: cost versus flexibility
- How to find funding
- Today’s funding markets
Every business needs a bank and every businessman has to deal with a banker. Communication often breaks down because the businessman thinks he’s dealing with a fellow businessman, he’s NOT! Banks and bankers have an entirely different set of priorities than do businesses. This seminar will teach you:
- The fundamental difference between banks and business
- The questions I should ask a banker
- How Loan Committee really works
- How to ask for the right loan
- How to make your banker look good so you get what you want
Everyone thinks the reason for business failure is not enough sales or not enough capital. While both are true, there’s much more to it - the dotcoms failed despite lots of capital, and growing companies do go bankrupt. Management and positioning matter as much or more than revenue and capital. This seminar will help you to understand:
- How to avoid financial failure from the beginning
- Management ego and its effects on failure
- The marketing dollar maelstrom and how you go down together
- Every business has gears and every employee holds a wrench; stopping them from throwing it in
- Understanding what you really have to sell and how to position it
- When to choose, and un-choose a course of action
- Knowing your core competencies
When your company is in trouble it can feel terrifying and hopeless. Most business people try to avoid confronting the situation because it’s uncomfortable and they hope it will fix itself. It won’t. Anything can feel hopeless when you don’t know where to start and when you don’t have a plan. This program is a real world, tested and proven methodology to turn your company around.
- Three key elements required for a successful turnaround
- How to approach vendors
- What to tell your employees and teaching them what to say & not to say
- Getting the cooperation of your secured lender
- Financially structuring your workout plan
Expanding internationally and developing cross-cultural relationships exponentially adds to your business and strategy’s complexity. We’ll cover the additional stresses on you and your business and develop ways of handling them more effectively and improving the likelihood of international success.
- Understanding the differences and what it means?
- The new mind-set; is different good or bad?
- Scoping the impact on your business – is it worth it?
- Differences of style and substance
- Identifying and monitoring your new risks
A new customer wants to buy your product – but he’s in another hemisphere.
You found a new supplier, but she’s an ocean away.
Can you do business with them? Should you? What are the risks?
Assessing a new customer or supplier in a new country can be a complex and expensive process. Before committing valuable resources, you can perform a preliminary study using readily available information to gauge the major risk factors and get an indication of the country’s compatibility with your organization’s business, culture, and risk tolerance.
- Information that is readily available and useful
- How do I use it for my specific situation
- Deciding what’s next
Why do so many companies want to do business in Dubai? Based on over three years of experience living in Dubai, setting up a company, working with the legal/regulatory systems and the automotive and finance industries, and negotiating with local businesses, we’ll cover the things you need to know when you work in the Middle East.
- Dubai versus the Middle East – what is it and what sets it apart?
- What’s so different besides everything?
- Preparing for business and how to use the cultural differences to your advantage
- Identifying miscommunication and misunderstandings before they cause too much damage
- The most common problems Americans face in the Middle East
What is it that makes some businesses so successful on the global stage while others struggle? Our traditional American values can play a critical role in our international business success, but often times we don’t realize its strength.
- Comparing your company’s values to the international stage
- What can make American business culture so powerful
- What does the competition look like? A look at other business cultures.
- Leveraging your company and American values
Based on over five years of experience living and working in Germany for a German company, we’ll cover the things you need to know when you work with Germans, German companies, or do business in Germany.
- What to expect and how to behave - including communication styles, the role of relationships and hierarchy, social settings, what not to say and do, etc.
- How to prepare for your meetings and negotiations
- How to use the cultural differences to your advantage
- How to identify miscommunication and misunderstandings before they jeopardize your objectives
- The different approaches to building agreements and contracts
- The most common fault lines between Americans and Germans