1. Building Bridges between the U.S.A. and Japan
   
   
2. Toyota Production System (TPS) and Kaizen Activities: Fundamenta l Concepts and Successful Case Studies
   
   
3. Management Training
   
   
4. Sales Training

Please contact Ken Sakai (503.783.1394 / kenfsakai@pacificdreams.org) for more information.

Management Training
Strategic Planning With Peter Drucker's Five Questions
By Christine Cruver / Simetra Strategies

Through lecture and team activities, this workshop explores strategic planning in direct relationship to the needs of the customer. You will be guided through a top-level look at Peter Drucker’s Five Questions:

1. What is our business?
2. Who is the customer?
3. Where is the customer?
4. What does the customer buy?
5. What should our business be?

While these may seem like elementary questions, they are actually quite complex. Customers have the power of choice behind them and there are many companies from which to choose. To remain competitive, your organization must know its strengths and determine which customers to serve. Making customers your #1 priority in the strategic planning process, and positioning your organization to utilize its strengths to serve customers’ needs, is required to remain competitive.

Furthermore, lack of (or poor) communication is often what makes strategies fall short. Your choices about how to best keep information flowing can make or break the best laid plans. This seminar invites you to explore both of these concepts and to begin to generate the new thinking required to stay competitive in this economy.

<Goals/Objectives>

At the completion of the workshop participants should be able to:

• Describe and explain Peter Drucker’s Five Questions.
• Describe the importance of making the customer the top priority in strategic planning.
• Explain why company strengths matter in today’s competitive business landscape.
• Describe critical communication factors in the strategic planning process.

<4-Hour Workshop Content>

1. Peter Drucker’s Five Questions from 40,000 feet and below.
2. Identifying your organization’s strengths.
3. Communication factors and pitfalls.
4. Workshop review.

Note: This workshop is offered as a “stand alone” workshop, but is intended to be an introduction to the full strategic planning services offered by Simetra Strategies.

Feedback for this training

Please contact Ken Sakai (503.783.1394 / kenfsakai@pacificdreams.org) for more information.

Explore the essential elements of any sales process, from initial contact, to closing the deal, and follow up. Solidify, enhance, and expand skills through interactive participation in scenario-specific discovery and preparation, engagement, and review.  Practice and polish your technique with real-time feedback and results.

<Goals/Objectives>

At the completion of the workshop, participants will be able to:

1. Understand the different sales environments; complex in nature and relationship.
2. Feel comfortable with initial engagement moving through bonding and building rapport.
3. Understand the importance of solid discovery and the concept of pain vs. desire.
4. Qualify your prospects through verification and validation using triangulation techniques, Selling “Five Deep”.
5. Become comfortable with the art of negotiating, while learning key negotiating skills.
6. Use the fulfillment step prior to closing by restating your agreement of what was mutually agreed to work on and solve – addressing the pain with your solution.
7. Closing and the process; requirements, readiness, willingness and ability

<Workshop Schedule>

Part I: Understanding the different Sales Environments, Effective Initial Engagement, Discovery and Qualification (4 hours)

Part II: The Art of Negotiating, Using the Fulfillment Process and Closing (4 hours)

*Depending the need of expanding discussion and exercise, this course will run up to 12 hours.