Championing and Selling Packaging workshop
How to move more worthwhile ideas into commercial reality
Commercial success relies as much on "selling" an idea as it does on the idea's intrinsic value. Often, the ability to "sell" ideas to management and corporate peers is not a part of a packaging professional's training. Yet, without that skill, professionals may not be able to drive good ideas into profitable innovation.
This one-day PTIS Solutions Workshop™ helps give you the skills to do that:
- Learn how to connect packaging ideas with your organization's business goals
- Build allies by connecting those ideas with the goals and needs of other corporate functions and departments.
- Understand how the SPIN selling approach can enhance your ability to turn ideas into action
The Championing and Selling Packaging workshop is more than a seminar. Participants interact to develop tactics tailored to their specific corporate needs. The PTIS Critical Information Download™ process multiplies insights though team analysis. And team exercises build an understanding of the process.
Packaging professionals with technical and operational backgrounds can gain the most from this workshop. They can learn that selling is a must-have skill in today's business world. And, they will learn how doing it well benefits their organizations by getting more good ideas into the marketplace.
Contact PTIS to see how we can fit the workshop to your needs: Phone: +1-269-806-4566
This e-mail address is being protected from spambots. You need JavaScript enabled to view it
We can tailor the agenda to your needs. Here's the core agenda that Fortune 500 companies have followed to sharpen their teams' focus:
Kick-off sets the group's workshop goals. It uses a PTIS Ice Breaker with the Critical Insight Download (CID) Process. Example - Q: Do you think of selling as persuasion? Or, do you see it as convincing someone that what you have is right for them? 8:30-9:15 am
Putting Ideas into a Business Context and CID (Part I). Attendees learn how to identify other key players in the organization, how to identify their needs, and how to speak their language. Q: What priorities of other players are key in your organization? 9:15-10:00 am
Break 10:00-10:15 am
Putting Ideas into a Business Context and CID (Part II). Learn how to establish the right relationships, respect the audience's view and address risk. Q: What explicit benefits do different functions expect? 10:15-11:00 am
How SPIN Selling Works and CID. Key elements are: Assess the situation, define the problem, spell out implications, and identify needs. Q: Identify three business-driven priorities in your company and expand on the problems, implications and needs.
Lunch 11:45 am -12:30 pm
How to Develop SPIN Factors and CID. Key questions to get responses from others. Thinking in terms of key packaging issues and how to tie them into corporate objectives. Q: What are key customer focus issues in your organization? 12:30 -1:15 pm
Break 1:15-1:30 pm
Tying the Whole Process Together. This module brings together earlier elements and works to identify top opportunities to explore going forward. Q: Develop top 3 - 5 strategic and tactical opportunities for packaging in your organization. Team exercise in developing a strategy for one of the opportunities. 1:30 – 3:15 pm
Develop a Press Release and "Elevator Speech." Both actions are best practices to communicate the workshop's accomplishments to others in the company and to set your company's strategy. 3:15 - 3:45 pm
PTIS/Group review and summary
For more information: Phone +1-269-806-4566
This e-mail address is being protected from spambots. You need JavaScript enabled to view it
TThe workshop builds on PTIS consulting experience. You get unique insights and tactics. They are supplemented PTIS research, and all materials are current to 2010.
- PTIS recommends either one full-day, or one-and-a-half days.
- Your company provides the facility along with any refreshments and lunch.
- PTIS provides the presentation with as many as 500 slides. The content can be modified to fit your time and group needs. PTIS can also customize to incorporate specific brand attributes and strategy components.
- Presentation includes two PTIS instructors to present materials and facilitate Critical Insight Downloads.
- Presentation includes a report on the workshop that incorporates the team notes on each CID along with key discussion points.
- Each participant gets an electronic copy of the presentation slides and a licensed use of the slides. PTIS retains copyright to the materials it presents at the workshop.
Cost
- One-day workshop with reasonable modifications to existing materials. Not more than 15 attendees: $9,500. Call to learn about further modifications, larger groups or other ways to customize to meet you needs.
Contact PTIS for details: Phone +1-269-806-4566
This e-mail address is being protected from spambots. You need JavaScript enabled to view it
PTIS has a decade of business and packaging consulting experience. Its Principals and selected Associates trained in presenting and facilitating similar workshops lead the sessions. Here is the PTIS Principal and Associate who could present this workshop.
Brian Wagner, Principal, Packaging & Technology Integrated Solutions
Brian Wagner is a business and technical leader known for innovative solutions. He is a principal of Packaging & Technology Integrated Solutions, and he builds on more than 20 years of business experience. His career includes positions with Kellogg, Sara Lee, Multiform Desiccants, Carton-Craft Corp., Burger King, and General Foods. He entered the Michigan State University School of Packaging Hall of Fame in 2008. He was also recognized as a Western Michigan Business Review 2008 Thought Leader.
Brian's career spans packaging, business development, sales, marketing, and operations. His hallmark is developing and communicating practical solutions to complex problems. This process is driven by knowledge of consumer and retailer needs, and Brian has led cutting edge consumer insight programs and worked to drive new methods to quantify packaging’s value in the marketplace.
Jim Kaufman, The Everest Group
For more information: Phone +1-269-806-4566
This e-mail address is being protected from spambots. You need JavaScript enabled to view it
