Workshop on Value and Risk Management
At the international sales meeting of Interroll Automation in February, I held a workshop introducing “A framework for marketing and selling projects”. My client’s briefing was to focus my presentation on the aspects of Customer Lifetime Value and Project Risk. I did just that, finding many interesting, new aspects on these topics during the preparation of this custom-made workshop.
During this afternoon participants learned about
- Resources for personal and corporate success
- Six essential forces in the market
- Six essential forces in the mind
- The difference between deal and customer value
- The difference between product and project risk
- The need to manage sales quality
- How to manage value opportunities and risk threats
- The Customer Lifetime Value Model and Process
- The Project Lifetime Risk Model and Process
- How to combine both models into a portfolio view
- Universal rules for managing both risk and value
My client is part of the Interroll Group, the undisputed market leader in the growth sectors of material handling, distribution and automation.
This workshop is suitable for marketing and sales professionals in component development, system integration and plant engineering and can be adapted to all industries which need to assess the value of customers and the risk of projects.
