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ADO Solutions™
The ADO Corporation™
ADO | THE ASSOCIATION FOR THE DEVELOPMENT OF THE ORGANIZATIONS
The World is Our Target
ADO Solutions™
Copyright © 2012 The ADO Corporation™ All rights reserved.
ADO Solutions™
ADO Consulting
ADO as a Consulting Firm, is specialized in Sales Force and Management Training and Development at all professional levels in the
Business World, fundamentally Multinational Companies of a wide range of the World Economic Sectors.
ADO develop Courses, Trainings and Seminars with the objective of increasing Results. One of its main activities are the development of
Sales Force in Selling, Negotiation and Communication areas. ADO operates in the Human Resources Organizations Development of its
Clients at 4 Levels:
1 Sales Force Development in all Sectors of the Economy.
Business Development Programs.
2 Management Development at all Levels.
Management and Leadership Programs.
3 Development of Quality.
Quality Programs: QC Quality Circles. TQM Total Quality Management.
4 Organizational Development.
Development of the Human Factor in Organizations.
Copyright © 2012 The ADO Corporation™ All rights reserved.
ADO Solutions™
Our Values
The statement "our best resource is our people” , a statement historically shared by the best Companies and the foremost Leaders in the
Business World, is also the central message of ADO Culture, which considers the human factor in the Company as the primary source of
productivity gains and improved Results.
The Mission
The ADO Mission is to contribute to the Organizational Performance improvement through the development and further
professionalization of the Company People through a continued Training and Advice. Our Philosophy is to adapt our programs to the
real and concrete situation of our Clients Companies, with their culture, their human resources, their products, services, markets,
customers and their specific needs and problems as their Strengths and Weaknesses, Opportunities and Problems / Threats, developing
Tailor-Made Programs.
As a differential element, ADO integrate into the development of their programs, a high regard to the "human spirit" with all its
development potential based on the philosophy of Rudolf Steiner. An extensive professional experience has allowed us to “drink” along
time of many different sources of knowledge, producing a natural selection of the valid ideas that work, discarding those that
conceptually sound well but with no practical value.
Some of the International Consulting Companies that ADO has worked include the following:
INTERNATIONAL TRAINING SYSTEMS ITS - USA
SCANDINAVIAN TRAINING SYSTEMS STS - SWEDEN
YOUNG & RUBICAM / CATO JOHNSON - USA
HEINZ GOLDMANN - SWEDEN
ESADE - SPAIN
Copyright © 2012 The ADO Corporation™ All rights reserved.
GOLLE & HOLMES CORPORATION - USA
MERCURI INSTITUTET - SWEDEN
MANAGEMENT DEVELOPMENT MANDEV - USA / HOLLAND
PROMOTOR - GERMANY
MARKETING & SALES SYSTEMS MSS - UK / SPAIN
ADO Solutions™
Our Team
José Manuel García-Lomas y Allen-Perkins
Founder, President and the First Consultant of
The Association for the Development of the Organizations (ADO)
He leads an experienced Consulting professional Team.
His experiences as Consultant, Advisor and Director in the conduct of Courses, Seminars and Trainings, which has been developing for
more than 30 years, assisting Multinational Companies belonging to the most varied sectors of the global economy, could be summed
up to nearly 3000 days conducting Courses, Seminars, Coaching, Mentoring and Trainings, which will have attended more than 20,000
professionals from more than 1,300 Companies.
Jose Manuel Garcia-Lomas and Allen-Perkins, introduced into Spain the Quality Circles and he was IAQC member of the International
Association of Quality Circles - USA, operating in the implementation of TQM Total Quality Management programs. Also is a Director
(manager) of various Companies belonging to different economic sectors.
Excellence
With the years, we have made a great effort to attract and retain the best brains in the Consulting business. People with wide success
background and extensive experience coming from managerial positions in multinational Companies. ADO’s people are the firm’s most
valuable asset and are critical to our success as a highly respected Consultancy management and advisory firm. Over the years, ADO has
been a magnet for some of the most talented professionals in our industry.
Copyright © 2012 The ADO Corporation™ All rights reserved.
ADO Solutions™
ADO Clients
Some of the Companies Clients assisted by ADO included:
ABBOTT LABORATORIES
ACOREX
AGCO IBERIA
AGFA GEVAERT
AMERICAN HOME PRODUCT
ARAGONESAS AGRO
ASGROW / COMPLEJO AGRICOLA
AVON COSMETICS
BALAY
BASF
BOEHRINGER SOHN INGELHEIM
BRISTOL MYERS
CADENA COPE
CAJA DE MADRID
CARGILL
CHEMINOVA / AGRODAN
CHIESI ESPAÑA
COLGATE PALMOLIVE AMERICA CENTRAL
COLGATE PALMOLIVE AMERICA SUR
COLGATE PALMOLIVE ESPAÑA
CONTINENTAL NEUMATICOS
CYANAMID
CYANAMID SOBRINO
DANFOSS
DATA POINT
DIMETAL DICONTROL
DOW AGROSCIENCES
DOWELANCO
DUN & BRADSTREET
DUPONT
ELANCO
ELIZABETH ARDEN
ENERGIA E IND. ARAGONESAS
ENZA ZADEN
ERCROS / AGROCROS
ERCROS / RIOAGRO
ERICSSON
ESCUELA DIPLOMATICA DE ESPAÑA
FEDERICO BONET
FEMSA
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FENDT TRACTORES
FERTIBERIA
FESA ENFERSA
FIAT
FIATGEOTECH / FIATAGRI
FIATGEOTECH / FIATALLIS
FISCHER & PORTER
FORT DODGE VETERINARIA
GALACO CANARIAS
GENERAL ELECTRIC C. S.
GENERAL ESPAÑOLA DE SEGUROS
GENERAL MOTORS
GLAXO
GRIMA
HEWLETT PACKARD
HOECHST
IBM
ICI ZELTIA
INDUYCO - EL CORTE INGLES
INTERGAL
IQV AGRO ESPAÑA
JOHN DEERE
JOHNSON & JOHNSON
JOHNSON´S WAX
KHD / KLOCKNER HUMBOLDT DEUTZ
KNOLL
LA ESTRELLA DE SEGUROS
LA UNION Y EL FENIX
LACTARIA ESPAÑOLA
LAMBORGHINI
LILLY INDIANA
LOVABLE
MASSEY FERGUSON
MAHKTESHIM - AGAN
MERCK IGODA
MOSTOLES INDUSTRIAL -EL CORTE INGLES
MOTO VESPA
NIVEA / BEIERSDORF
NOKIA DATA
NUTRICION ESPECIAL
PFIZER
PORCELANOSA GRUPO
PROCIDA ROUSSEL UCLAF
REVLON
RHONE POULENC - CONDOR
RIJK ZWAAN HOLDING
RIJK ZWAAN IBERIA
ROBERT BOSCH
SAME DEUTZ-FAHR
SANDVIK
SANTANA MOTOR
SANYO
SAPEC ESPAÑA
SAPEC PORTUGAL
SCHERING
SEAT
SELECTIS PORTUGAL
SIGFITO
SMITHKLINE BECKMAN
SOLVAY
SOTRAFA
SUZUKI
SYNGENTA AGRO
SYNGENTA SEEDS
TETRA PAK ENVASES
TETRA PAK IBERIA
TRADECORP
TRADECORP INTERNATIONAL
THYSSENKRUPP / BOETTICHER Y NAVARRO
TÜNKERS IBÉRICA
UNION CARBIDE
UNION CARBIDE NAVARRA
VALMONT VALLEY
VALTRA TRACTORES
VARTA BATERIAS
WARNER HOME VIDEO
WESTINGHOUSE NUCLEAR
ZENECA
ADO Solutions™
What Makes Us Different
The three vertices of the triangle that defines the success of the Results of ADO Development Program.
THE TRAINER
THE MATERIAL
R
THE ATTITUDE
THE TRAINER
José Manuel Garcia-Lomas and Allen-Perkins, Founder, President and Chief Consultant of ADO, with more than 30 years of experience as
a Trainer and Consultant conducting seminars, courses and training for nearly 3,000 days developing business Sales and Management
Programs.
THE MATERIAL
Over the last 30 years ADO has been working with various multinational Consulting companies as well as with teams of professional
consultants from different countries World Wide. This has enabled us to develop a genuine R + D + I Research, Development and
Innovation in the elaboration of practical ideas, tools and programs that constitute the 'Knowledge Bank' on ADO for the development
of their programs. It also allowed us to "drink Knowledge of different sources”, making a natural selection of good ideas, contrasted in
real life, that work, discarding those other approaches that "sound good" at a conceptual level but without any practical value.
THE ATTITUDE
Sometimes the motivations, attitudes and participants behaviour attending the programs are not as positive as you would hope. We can
demonstrate our capacity to change, if necessary, from negative to positive these attitudes, before finishing the first training session
before the Coffee Break.
Copyright © 2012 The ADO Corporation™ All rights reserved.
ADO Solutions™
Our Best Resource is Our People, Our Team
For more than 30 years working with various
Multinational Consulting Companies
Copyright © 2012 The ADO Corporation™ All rights reserved.
ADO Solutions™
Communication
THE COMMUNICATION
Aimed at: Sales Team, Middle Management, Leaders and Management. Objectives: Training in Communication
Direct-face to face. - To Public Speaking. - To express ideas and get them accepted. - To Perform Presentations and Meetings, active,
structured and goal-driven.
THE COMMUNICATION AND GROUP PRESENTATIONS
Aimed at: Sales Team, Middle Management, Leaders and Management. Objectives: To develop knowledge and skills through a practical
Training on Presentation Techniques and Groups handling.
THE COMMUNICATION AND THE PUBLIC SPEAKING
Aimed at: Sales Team, Middle Management, Leaders and Management. Objectives: To develop knowledge and skills by training on the
techniques employed to Public Speaking.
THE COMMUNICATION IN SELLING TO INDIVIDUALS AND GROUPS
Aimed at: Sales Team, Middle Management, Leaders and Management. Objectives: To develop knowledge and skills to conduct Trainings
on the various techniques that integrates Communication and Selling both in the Individual and Groups Presentations.
TRAINING IN THE SIXTH COMMUNICATION SITUATIONS AMONG LEADERS AND THE MANAGEMENT TEAM
Aimed at: Middle Management, Leaders and Management. Objectives: To develop knowledge and skills to carry out Training in various
Communication Situations such as:
Giving Information. - Obtaining Information . - Motivating / Encourage.
To Correct / Criticize. - Face Complaints. - Problem Solving.
Copyright © 2012 The ADO Corporation™ All rights reserved.
ADO Solutions™
Leadership
PROBLEM SOLVING AND DECISION-MAKING
Addressed to: Sellers, Middle Management, Leadership and Management. Objectives: To develop knowledge and skills on the
Techniques and Methodology for Problem Solving and Decision-making, both Individually and in Groups.
LEADERSHIP - THE MANAGEMENT OF THE TEAM
Aimed at: Middle Management, Leadership and Management. Objectives: To develop new knowledge and skills in Modern Techniques
for Managing People.
THE MOTIVATION AS THE KEY TO ACHIEVING GOALS
Aimed at : Middle Management, Leadership and Management. Objectives: To develop knowledge and skills for a proper understanding
and motivation of the team, considering the motivation as the determinant factor of human behavior.
THE DEVELOPMENT ORGANIZATIONS
Aimed at: Middle Management, Leadership and Management. Objectives: To develop knowledge and skills on the laws that guide the
evolution of organizations, both to analyze and diagnose "Your Own Organization" as to develop actions to enable us to overcome the
Crisis of Growth, in Search of the Excellence in the Integration Phase.
Copyright © 2012 The ADO Corporation™ All rights reserved.
ADO Solutions™
Negotiation
NEGOTIATING WITH SUCCESS (Stages I, II, III.)
Aimed at: Sales Team, Middle Management, Leaders and Management. Objectives: To develop knowledge and skills on how to Negotiate
with success, considering the Negotiation as a step beyond selling.
NEGOTIATING TECHNIQUES ACCORDING HARVARD UNIVERSITY
Aimed at: Sales Team, Middle Management, Leaders and Management. Objectives: To unlock the Positioning Negotiation by the new
system of Principles Negotiation.
THE MATRIX OF NEGOTIATION
Aimed at: Sales Team, Middle Management, Leaders and Management. Objectives: To develop a new concept on Negotiation and the
Theory of Needs, different forms of Application and Levels in the different Positions of the Matrix of Negotiation.
THE STRATEGIC AND SYSTEMATIC PLANNING OF NEGOTIATION
Aimed at: Sales Team, Middle Management, Leaders and Management. Objectives: To develop knowledge and skills on the Process of the
14 Stages of the Strategic and Systematic Planning of Negotiation.
Copyright © 2012 The ADO Corporation™ All rights reserved.
ADO Solutions™
Sales Techniques
ANALYSIS AND EVALUATION OF THE SALES ACTIVITY
Addressed to: Salesmen, Delegates, Supervisors, Area Managers, Zone Managers, Middle Managers, Sales Management, Leadership and
Management. Objectives: To develop knowledge and skills in the use of an Objective Analytical System to contemplate the Performance
of the Sales Team.
SALES TECHNIQUE AND SALES PLATFORM
Aimed to: Salesmen, Technicians, Middle Management, Management and all persons who develop a relationship with Customers.
Objective: To provide knowledge and develop skills in handling the Modern Sales Techniques and the Capacity to analyse the origin of
current and future sales.
ADVANCED SALES TECHNIQUES (Stages I, II, III ....)
Addressed to: Salesmen, Technicians, Middle Management, Management and all persons who have a relationship with customers.
Objectives: To develop knowledge and skills in Modern Advanced Sales Techniques.
TARGETING TO MAXIMIZE THE EFFECTIVENESS OF OUR SALES FORCE
Addressed to: The Sales Team, Middle Management, Leaders and Management. Objectives: To develop a system that maximizes the
improvement of the Results of all the Sales Team with the current Human Resources.
Copyright © 2012 The ADO Corporation™ All rights reserved.
ADO Solutions™
Professional Customer Service Development
ADO PROGRAM (PCS)- PROFESSIONAL CUSTOMER SERVICE (PCS)
Aimed at: Staff, Technical Support, Administration Staff, Secretaries, Middle Management, Leaders, and
in general any person who has to maintain contacts with clients.
Objectives: To develop knowledge and skills to:
- Improving Customer Relations
- Reducing Conflict
- Act as effective channel of communication between the other areas of the Company and the Client
- Discovering Customer Needs
- Finding and Reacting to the "Buying Signals", turning them into "Selling Opportunities" to whom correspond in the Company
- Improve the Use of Time
- Have a positive influence in the Sales
- Discover New Business Opportunities
Copyright © 2012 The ADO Corporation™ All rights reserved.
ADO Solutions™
Team Building & Team Work
TEAM BUILDING - TEAM WORK - HIGH PERFORMANCE TEAMS
Aimed at: Middle Management, Leaders and Management.
Objectives: To develop knowledge and skills to Inspiring Teamwork and the Involvement of People with:
- Design
- Building
- Promotion
- Empowerment,
- Development and
- the Management of Teamwork to achieve high goals.
* PROGRAMS CAN BE TAUGHT BOTH IN SPANISH AND IN ENGLISH.
THEREFORE WE OFFER TO DEVELOP PROGRAMS IN SPANISH AND IN ENGLISH IN ANY COUNTRY OF THE WORLD.
Copyright © 2012 The ADO Corporation™ All rights reserved.
ADO Solutions™
Coaching
TRAINING THE TRAINER
Aimed at: Middle Managers, Coaches, Trainers and Management.
Objectives: To develop knowledge and skills in Modern Training Techniques to Groups, both technically and commercially.
DESIGN, MANUFACTURE, COACHING, COUNSELING AND TRAINING ON THE IMPLEMENTATION OF PROGRAMS TO:
- DIAGNOSIS AND DEVELOPMENT OF SALES FORCE AND MARKETING
- DEVELOPMENT OF THE LEADERSHIP AND MANAGEMENT
- DIAGNOSIS AND DEVELOPMENT OF ORGANIZATIONS
- IMPLEMENTATION OF QUALITY CIRCLES
- DEVELOPMENT OF TQM – TOTAL QUALITY MANAGEMENT
Copyright © 2012 The ADO Corporation™ All rights reserved.
ADO Solutions™
Management
STRATEGIC PLANNING
Addressed to: Sellers, Middle Management, Leadership and Management.
Objectives: To develop the knowledge to build a "Business Plan" and the ability to analyze:
Situation (Where are we?)
History (How we got here?)
Direction (Where we going?)
Objective (Where we want to go? / Where should we go?)
Activity (How to get there?), that is all what we have to do to pass from Situation to Direction and to Objectives.
LEADERSHIP - THE MANAGEMENT OF THE TEAM
Aimed at: Middle Management, Leadership and Management. Objectives: To develop new knowledge and skills in Modern Techniques
for Managing People.
THE MOTIVATION AS THE KEY TO ACHIEVING GOALS
Aimed at : Middle Management, Leadership and Management. Objectives: To develop knowledge and skills for a proper understanding
and motivation of the team, considering the motivation as the determinant factor of human behavior.
Copyright © 2012 The ADO Corporation™ All rights reserved.
ADO Solutions™
Crash Training Process™
Objetivos Conseguir Resultados Cuantificables en el Corto
Plazo mediante una Metodología de Entrenamiento
Intensivo y Continuado enfatizando más la Acción del
Entrenamiento que únicamente la Formación.
Copyright © 2012 The ADO Corporation™ All rights reserved.
ADO Solutions™
Crash Training Process™
¿Por qué la Necesidad del Crash Tranning Process?
“Know Why” before the “Know How” Una de las diferencias entre Líderes y Managers.
Líderes “Know Why” (Estrategia), Managers “Know How” (Tácticas). Y los dos son Importantes.
Todos sabemos que el Entrenamiento de los Equipos Profesionales produce Resultados más a medio y largo plazo que a corto plazo. Por
ello ADO ha desarrollado Crash Training Process, con el objetivo de acelerar el grado de Entrenamiento de los Participantes para producir
cambios positivos de Comportamiento en los Equipos y así producir Resultados en el Corto Plazo.
¿Qué es el Crash Training Process?
Es una Metodología aplicada al Equipo Profesional que desarrolla y enfatiza un “Entrenamiento Intensivo y Continuado
en el Corto Plazo”.
Know How - ¿Cómo?
La Metodología del Crash Training ProcessTM consiste en desarrollar un Entrenamiento Intensivo para Resultados
en el Corto Plazo, mediante varios módulos de Entrenamiento de 2 días de duración el Módulo Inicial, y que será seguido por otros
módulos segúnlas necesidades del grado de Aceleración del Entrenamiento, de 1 día de duración cada uno de los siguientes módulos. Al
final de cada módulo los participantes confeccionaran Planes de Acción con Objetivos de Cambios de Comportamiento Profesional muy
concretos, hechos a la medida de cada Participante y para ser puestos en práctica (Follow up / Seguimiento) en el tiempo de separación
entre módulos. El número de módulos y el tiempo de separación entre módulos dependerá de cada situación concreta. Al comienzo de
cada módulo se revisarán los Planes de Acción para conocer avances y dificultades de los Participantes. Todo ello se completará con un
Trabajo de Campo con salidas conjuntas con Participantes en Entrevistas con sus clientes.
Copyright © 2012 The ADO Corporation™ All rights reserved.
ADO Solutions™
Plan de Acción
Modulo
2 días
Banco de Objetivos
para el Cambio del
Comportamiento
Modulo
1 día
Entrenamiento de
Campo Entrevistas
conjuntas con Clientes
Plan de Acción
Modulo
1 día
Revisión de los
Planes de Acción
Al comienzo del Crash
Training
ProcessTM el Consultor
efectuará una Evaluación de cada Participante que se irá ampliando
a lo largo de Todo el Proceso Completo de Entrenamiento y que se completará con una Evaluación Final para conocer los cambios de
comportamiento de cada Miembro del Equipo. El Crash Training ProcessTM, por el Reto que las Mejoras en el Comportamiento de los
Participantes en el Corto Plazo significan, requiere necesariamente de un Entrenador / Consultor altamente cualificado ycon una dilatada
experiencia. ADO dispone de su Presidente y Consultor José Manuel García-Lomas y Allen-Perkins, con más de 38 años de experiencia
desarrollando Entrenamientos con Compañías Multinacionales en todos los sectores del mundo de los negocios y que podrían resumirse
en cerca de 3000 días desarrollando Programas de Entrenamiento de Equipos Comerciales, del Management y de la Construcción de la
Calidad. Crash Training ProcessTM esta dirigido a los Equipos de Profesionales de las Organizaciones que desean incrementar los
Resultados y que desarrollan una especial orientación a la actividad Comercial y del Management.
Objetivos: Conseguir Resultados Cuantificables en el Corto Plazo mediante una Metodología de Entrenamiento Intensivo y Continuado
enfatizando más la Acción del Entrenamiento que únicamente la Formación.
Copyright © 2012 The ADO Corporation™ All rights reserved.
ADO Solutions™
The ADO Corporation™
ADO | THE ASSOCIATION FOR THE DEVELOPMENT OF THE ORGANIZATIONS
Victor de la Serna, 21
28016 Madrid, Spain.
T: +34 914167513
[email protected]
www.theadocorporation.com
Limited Partnes
405 Lexington Avenue
Chrysler Building
26th Floor
New York City, New York 10174
United States
[email protected]
www.theadocorporation.com
PRIVACY PRINCIPLES
For over 40 years, respecting and protecting individual client privacy has been vital to our business. By sharing our Privacy Principles, we trust that our individual clients
will better understand how we keep client information private and secure while using it to provide services and products. Other privacy principles or policies may
apply to clients of certain ADO Corporation businesses in certain jurisdictions, such as Asset Management clients. Similarly, ADO Corporation clients who receive
information from or transact business with ADO Corporation through the Internet are covered by the terms and conditions and any privacy notices posted on the Web
sites they visit. We may disclose and transfer any information that is provided through this Web site to: any company within the Corporation, its affiliates, agents or
information providers; to any other person or entity with a client's consent; or if we have a right or duty to disclose or are permitted or compelled to so disclose such
information by law. We may also transmit, transfer or process such information to, or through, any country in the world, as we deem necessary or appropriate
(including to countries outside the EEA).
Copyright © 2012 The ADO Corporation™ All rights reserved.