Seminar Business Development Management

Content

• Strategic Marketing Management and Business Growth
• Goals and goal conflicts, goal hierarchy
• Porter's 5 Forces (the power of suppliers, the power of customers, the possibility of substitutes, rivalry in the industry, the threat of new entry)
• Ansoff product-market matrix with different strategies of growth
• Micro- and macro-development according to Kaizen
• Plan-Do-Check-Act cycle as an instrument for sustainable planning, implementation, control and goal achievement.
• Analyses of strengths and weaknesses
• Customer satisfaction measurement as an initiator for sustainable growth
• Idea generation & idea evaluation
• Implementation of individual ideas in an individual business model:
  • Key partners (Suppliers / Partners)
  • Key activities (identify value-adding processes)
  • Key resources (3 Ms: Man, Machine, Money)
  • Value proposition (USP, unique selling proposition)
  • Customer relationship (the goal is long-term customer loyalty)
  • Customer segments (goal: resource optimisation)
  • Channels (current vs. future distribution channels)
  • Cost structure (contribution margin vs. return on sales)
  • Revenue streams

In the workshop, we will look at creative methods as well as indicator-oriented possibilities of performance analysis and performance development. We will look at best practice examples as well as worst case scenarios.

Methods

• Interactive workshop with focus on participant needs
• Kick-off presentations by trainer Roberto Capone or colleague
• Management tools and quality management tools
• Group and individual tasks
• Optional addition: webinars or blended learning methods