LEARNING OBJECTIVE:
How to sell strategically and build strategic partnerships THE SIMULATION Teams (6-8 people) compete to win a scenario (fictitious or real) presented by a customer team. Each team needs to cooperate to truly understand the situation and reveal hidden facts. All teams submit a final proposal which is evaluated on “Customer Value” and “Strategic Partnering” by competitors and the customer team. In real life, “Relationship Factors” such as communication skills are just as important as the formal proposal. Consequently, all interactions with the customer team are observed during the simulation and rated on customer iPads. Teams receive detailed feedback on both their proposal and their behaviour, and the process also encourages reflection about teamwork. The overall learning points centre on the different aspects of gaining customer insight, strategic selling and building strategic partnerships.
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The customer (fictitious or real) briefs teams about a strategic opportunity and observes the process.
Teams (of 6) have to uncover “hidden facts” to solve the task and come up with a convincing strategic positioning.
PRACTICAL INFORMATION Can be played in teams with upwards of 24 people. Minimum time is 4 hours – but a full day allows for a more profound experience with room for more organisational context and perspective. The case can be 100% customised to the organisation and its specific challenges. It can be based on a realistic fictitious case or involve actual customer representatives.
EXAMPLES TOP MANAGEMENT CONFERENCE A large global corporation used The Way We Win to accelerate a deeper understanding of what it takes to develop a strategic partnership with a client. The game took place with real customer scenarios and real customers present. 400 players in teams of 6-8.
LEARNING OUTCOME For individuals: Feedback, inspiration and tools to improve customer understanding and strategic selling skills. For teams: An intense team experience and new insights into how strategic partnerships work. For full group: Shared experience of what customer value and strategic partnering means in the specific organisational context.
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Proposals are delivered as a one pager and as a 90 second elevator pitch on video.
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Proposals are evaluated by other teams and by customers, who provide ratings and comments.
STRATEGIC SELLING A pharmaceutical company could base a version of What a Day on a fictitious, but highly realistic, scenario tailored to the company. The simulation can be played out in a series of sessions with 20-50 participants in each.
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Customers also observe other inter-actions with the teams and make comments and ratings on their iPads.
During the debriefing, each team receives extensive feedback on both formal tasks AND relationship factors.
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Winners are announced and celebrated.
The extra debriefing flow includes time for reflection and discussions
www.wizerize.com Contact Gritt Loschenkohl glf@wizerize.com