SE I ZE T H E O P P ORTU N IT IE S T H AT 2012 B R IN GS HOW TO DELIVER THE 2012 BUSINESS PLAN TARGETS OCTOBER 24 & 25, 2011 Back by Popular Demand About the course director: Patrick Ng MBA (Bath), MMIM, MCIM, Associate of Harvard Business School, PSMB Registered Trainer (TTT/0263) Date: 18th September, 2011 From: S. H. Tham, Executive Director of PKMH To: CEO/Sales Director/Head of Learning & Development Re: Seize the Opportunities that 2012 Brings As we approach the last quarter of 2011, the focus is two-prong: 1. To ensure that the organization achieves/exceeds the 2011 Business Plan Results 2. To build the Sales team members so that they are ready to pounce on to the opportunities that 2012 brings As we speak to our customers locally and globally, there is a general consensus that there is much uncertainty in 2012. It is within this scenario that we are conducting a series of eight relevant Sales and Marketing programs from October to December 2011 to place organizations on a better platform to meet the challenges ahead. Do feel free to have a word with our staff regarding group incentives for joining the programs or for conducting them in-house if you have at least twelve people for the session. And, if you are keen to obtain GENUINE feedback regarding our programs, we encourage you to call some of the professionals who have provided their written feedback to us. See you and your colleagues in October to December 2011. Mr. Patrick Ng is a highly acclaimed Sales and Marketing trainer and consultant. An exceptionally gifted thinker and speaker, Patrick has an unrivalled reputation for his ability to make the learning easier through the use of story-telling of real-life situations that he has experienced. Participants ranging from CEO’s, Managing Directors, Directors, Managers and Executives have consistently mentioned that the greatest value they obtain is that many of the competencies can be applied to good effect in the market place. Mr. Patrick Ng has twenty-one years of corporate experience in the aspects of General Management, Sales & Marketing and Human Resource Management. Eighteen of these twenty-one years have been in Sales & Marketing. His corporate experience has exposed him to the agricultural, petroleum and construction industries moving from the ranks of marketing executive, Head of Strategic Business Unit and then to the first Malaysian CEO of a European multinational which has representations in 120 countries globally. As Head of the SBU in the petroleum company, he was responsible for an annual turnover of RM250 million with corresponding Profit After Tax of RM20 million. He was overall accountable for the sales, profitability and collections to a diverse range of industries ranging from construction, manufacturing, transportation, public utilities, agriculture, hotel, finance and marine. Mr. Ng possesses an Executive Masters in Business Administration from the University of Bath (U.K). His first degree was a Bachelor of Science (Hons.) majoring in Chemistry. In addition, he has a Diploma in Marketing from the Chartered Institute of Marketing, U.K. He was one of the first few in Malaysia to obtain Chartered Marketer status, an acknowledgement of professional marketing skills. Patrick is also the external Sales and Marketing trainer for a leading US medical device company with annual turnover of US$9 billion for the Europe, Middle East and Asia Region. This allows him to bring global best practices to his clients. Mr. Ng is a Member of the Malaysian Institute of Management and the American Association for Training and Development. He is also an Associate of the Harvard Business School Alumni Club of Malaysia which allows him to keep abreast with the 2 latest developments from the Harvard Business School. He will challenge and change your perspectives, delight and entertain you and impart essential competencies and the appropriate mind-set to enhance your effectiveness. He has trained more than 10, 000 Sales and Marketing professionals since embarking into the learning and development industry in 2002. In addition, he has consulted and is consulting public listed companies and multinationals. WHO SHOULD ATTEND To: • Develop and execute the appropriate strategies to achieve 2012 targets • Manage key customers effectively • Sell based on VALUE rather than price • Improve the Return on Investment from their selling and negotiation efforts • Build sales teams that consistently achieve targets • Manage pricing effectively in the market place • Sell effectively by THINKING LIKE THE CUSTOMER • Lead and manage market transitions effectively • Improve overall sales and profit performance 1. Managing Directors/CEO’s/General Managers/Country Managers 2. Sales & Marketing Vice-Presidents/Directors 3. National/Regional Sales & Marketing Managers 4. Sales & Marketing Executives 5. Entrepreneurs Team Attendance is Highly Recommended. Our experience shows that participants tend to implement the new competencies when there are at least three to four team members who have attended the same training program. The rationale is that there are others who speak the same language and thus garner support from to implement the competencies. Some of the Recent Groups 3 HOW TO DELIVER THE 2012 BUSINESS PLAN RESULTS WHO WILL BENEFIT FROM THIS SESSION? T his developmental session will benefit you, your Sales team and your organization if you are facing some or most of the following situations: 1. Not having a structured approach to develop the strategies and action plans to achieve 2012 Business Plan targets 2. Unsure of the different strategies that are appropriate and effective to achieve 2012 Business Plan targets 3. No template to develop the 2012 Business Plan 4. Unclear between strategies and action plans 5. Uncertain if the Sales and Marketing Strategies are aligned with Corporate strategies 6. Have too many strategies and not enough focus or not enough resources to implement all the strategies 7. Sound strategies that are not executed 8. Failure to get the buy-in of the people who are supposed to implement the strategies 9. Finger-pointing when the results are not achieved 10.Mix up short term tactics as short term strategies 11.In “fire fighting” mode on a regular basis 12.Crucial that the 2012 Business Plan results are achieved This two-day session will provide participants with a proven, practical methodology to DEVELOP AND IMPLEMENT WINNING STRATEGIES/ACTION PLANS TO ACHIEVE THEIR 2012 BUSINESS PLAN TARGETS. Participants can expect to gain major insights into customers and competitors and then develop the strategies to capture their markets more effectively. TAKE-HOME VALUE • Use the 2012 Business Plan targets as the driver of all the strategies and action plans • Apply a structured methodology that takes into consideration the market landscape, competitor intelligence, and customer buying behavior to develop and implement the right strategies • Appreciate own core competence and apply this understanding to develop the appropriate strategies • Use relevant tools to conduct a situational analysis so as to improve the quality of decision making • Make decisions based on a good fact base rather than gutfeelings • Segment, target and position appropriately to the right customers • Use the strategic square to understand the appropriate strategies for the targeted market segments • Apply the different types of winning sales and marketing strategies used by high performing companies • Be able to translate the strategies into implementable action plans with clear timelines • Be able to surprise competitors • Develop contingent short term tactics that are aligned with the short and long term strategies in the event that competitors throw a surprise • Know how to synergize Sales and Marketing to achieve 2012 results • Ensure that the strategies will be executed with discipline through getting the buy-in of the implementers Participants will work on a customized template that requires them to develop strategies and action plans to achieve their own 2012 Business Plan. They can actually use this template for their own 2012 strategies and action plans. “ Concise, real work-related cases make understanding easier by recognized and lively training provider ” Eunice Tan—Managing Director, Treffert Coatings SEA 4 HOW TO DELIVER THE 2012 BUSINESS PLAN TARGETS l PROGRAM CONTENTS/SCHEDULE OCTOBER 24, 2011 OCTOBER 25, 2011 0900 Introduction and Setting Objectives: • Welcome and introduction of program • Setting learning outcomes and expectations 0900 Review of Day One • Key learning points and how they will be applied in the market place 0920 Our 2012 Business Plan Targets: • What are our 2012 Business Plan targets? • What do they mean to us? • What are the organization’s overall strategies and action plans to achieve the targets? Individual activity: Determining own 2012 Business Plan targets 0920 Organization’s Broad Strategies to Achieve 2012 Business Plan Targets: • Determining the overall broad strategies • Strategy and execution must be seen as one and not separate matters • Which of these strategies impinge on Sales and Marketing? • What do the strategies mean to me as an individual? • Which other parties are involved in developing and implementing the strategies? Activity: Participants will list down their organization’s overall broad strategies and articulate as to what it means to them. 0945 Evaluating our Current Approach to Developing Strategies and Action Plans: • Reviewing our current approach to develop the strategies and action plans • Why is there a need to change? • The business case for a structured approach Group Discussion: Evaluating our current approach to develop strategies and action plans. Experiential Activity: A Structured methodology 1030COFFEE BREAK 1045 Taking a Structured Approach—The Ten Step Methodology: • What is involved in the ten step methodology? • A quick glance at all the tools and objectives of using them • Using Pareto’s law within the context of this methodology 1130 Where are the Opportunities in the Market? • Understanding the total market size and its components • Determining all the market segments that exist • Avoiding the common mistakes when segmenting • Using the appropriate criteria to segment the market • The hierarchical approach to market segmentation • Selecting and targeting at the market segments that are attractive and where our probability of success is high Activity: Participants will segment their own markets. 1300 LUNCH 1400 Where are the Opportunities in the Market”.....Continued 1445 What is Our Current Status? The BCG Matrix and Competitive Grid: • The BCG matrix and competitive grid • Uses and limitations of these two tools Activity: Participants will apply the BCG and competitive grid to their own real-life situations. 1530COFFEE BREAK 1545 What is Our Current Status? The BCG Matrix and Competitive Grid…..Continued: 1630 Where Might We Go in the Future?--Analyzing the Macro Environment: • Trends and assumptions analysis using the SKEPTIC model • Understanding whether it is a trend or an assumption • Making sense of the results Activity: Participants will analyze the macro environment for their own real-life situation. 1730 END OF DAY ONE 1030COFFEE BREAK 1045 Introducing the Strategic Square: • The strategic square and its relevance to strategy • Understanding what strategy is and what it is not • Identifying our position in the respective targeted market segments • Understanding our objectives for each of the targeted market segments • Knowing which strategy is the appropriate one for the targeted market segment • Applying the strategic square to determine the strategies for the respective targeted market segments Activity: Participants will apply the strategic Square to determine the respective strategies for their own different market segments. Case studies: Participants will work on short, real-life case studies that require them to use the knowledge of the strategic square. 1300 LUNCH 1400 Translating the Strategies into Specific Action Plans: • Determining the specific action plans required to implement the strategies • Setting clear timelines for the action plans • Ensuring the actions are coherent and aligned to the overall organizational and departmental strategies • Ensuring the execution of the action plans Activity: Participants will work out the action plans required to implement the strategies. 1530COFFEE BREAK 1545 Shorter Term Tactics: • Introduction to shorter term tactics • Link between shorter term tactics and strategies • STOP, START SQUAT tactics—what they are and when to use them Case Studies: Participants will work on short, real-life case studies that require them to apply the shorter-term tactics they have learnt. 1630 Making it Happen in the Market Place: Activity: Participants will finalize their strategies and action plans to achieve their 2012 Business Plan targets. The trainer/consultant will challenge their inputs to help “raise the bar”. 1730 END OF DAY TWO 5 REGISTRATION FORM Program Program Title Date No. 1. HOW TO DELIVER THE 2012 BUSINESS PLAN TARGETS Note: Price is inclusive of program documentation, tea breaks and lunch. VENUE: Name Position OCT 24 & 25, 2011 Price Per Person (RM) RM1,980 THE RITZ CARLTON, KUALA LUMPUR E-mail Program No Company: Address: Tel: Fax: Contact Person: Position: PAYMENT METHOD E-mail: Fax, then SEND with payment to: PKMH Training Resources Group Sdn Bhd No 24-2, Jalan Telawi 2, Bangsar Baru, Cheque / Draft# Amount: P.O. Box 11915, 50762 Kuala Lumpur, Malaysia. Tel: (603) 2713 1165 Fax: (603) 2713 8779 crossed and made payable to: Email: [email protected] PKMH Training Resources Group Sdn Bhd Contact person: Show Hing / Chee Weng / Kenrick Cancellations / Conditions • All cancellations of registrations must be made to the office in writing. • Kindly note that a confirmed seat is provided only upon full receipt of payment prior to the program. • If cancellations are received: (a) More than 14 working days before the training program, a full refund of the fee less 15% administrative charges will be given. (b) 7-14 working days before the program, a 50% refund will be given. (c) Less than 7 working days before the program, no refund will be given but a substitute delegate is welcome at no extra charge. Please provide the name and the position of the substitute delegate at least 2 working days prior to the training program. (d) If you have registered but not paid, and decide not to attend the program, you remain responsible for the payment. However, you may use this payment as a credit to attend training programs organized by PKMH Training Resources Group within six months from date of program registered for. • The organizer reserves the right to cancel or postpone the program owing to unforseen circumstances beyond its control. • Please contact us if you are keen to do in-house training.