"In the end, an organization is nothing more than the collective capacity of its people to create the value."

Lou Gerstner, former CEO of IBM

Training is a process, not an event. erlanger inc's customized approach integrates client-specific challenges, industry expertise, interactive training and coaching, tracking through to desired outcomes.

Practical, results-focused training? Programs completely customized to your business and markets? Development of skills from core to advanced? Integration of industry and company specific terminology, processes and examples? Post-program feedback, assessment and recommendations?

Results-oriented – understanding of and commitment to achieving specific objectives that your company sets for each program or project Experience –corporate sales and marketing track record; 20 years providing training to a broad range of companies around the world Industry expertise – in-depth understanding of your business before starting a project Customized programs – flexibility and responsiveness to your needs Premier quality facilitators; multiple language capabilities

The Marketing Plan in Action is a key tool for companies in continuous improvement of marketing skills. The program provides a thorough hands-on experience with developing a marketing plan, customized to your company/products/markets.

Key benefits:

• Sharpen and improve marketing skills; optimize marketing effectiveness and profitability Establish basis for effectively managing in rapidly changing market situations
• Establish a common approach to planning and a ‘company vocabulary’ incorporating your specific plan preference and special elements
• Build a customer-focused approach and understanding of today’s challenges in differentiating products/services
• Work through a complete planning process during the program, from market assessment to supporting strategies, leaving with a practical plan ready for implementation

Integrated Business Planning offers a planning process and a way of thinking built around customer-focused analysis of markets, products and situations. The process leads to strategic and tactical approaches that provide unique opportunities for business growth and sales.

Key benefits:

• Develop a plan based on in-depth understanding of markets and customers, with clear tracking from this to strategies and actions
• Understand the core issues related to cross-functional integration
• Learn to gain field commitment to quality executable business plans
• Build internal capabilities to stay ahead of the curve (and competition) in effectively anticipating, diagnosing and responding to changes in the market environment.

MicroMarketing: Customer Partnering for Success focuses on understanding, building and maximizing the benefit to be derived from customer relationships, working to grow in ‘share of customer’. This program can be a key element in continuous updating and enhancement of selling capabilities – in today’s market, a critical factor in optimizing growth of sales and profits.

Key benefits

• Dynamic program to increase productivity, performance and profitability from the sales effort
• Concepts and skills to move beyond selling to customer relationship management for long-term success
• Provide tools to understand and efficiently manage the complex buying, multiple influencer/decision-maker environment typical of today’s markets
• Excellent tool to challenge and motivate more experienced representatives to move up a level in sophistication and success
• Facilitate rapid incorporation of CRM approach across the organization by integrating this program with marketing/management development of customer relationship management tools
• Identify working strategies in developing a winning sales plan; manage the sales resource ‘toolkit’ for maximum productivity

The Strategic Edge addresses the needs of today’s top level marketer – understanding strategic options, working in complex decision-making environments, concept-selling in underdeveloped markets and other elements that draw the line between ‘average’ marketing and maximizing success.

Key benefits:

• Prepare key marketing people to optimize results in an environment of continuous change in overall markets and dynamics of decision-making
• Build understanding of option-assessment in strategic approaches and implementation solutions
• Establish an integrated approach including complete range of marketing/promotional tools through to sales force allocation tied into strategic priorities
• Build abilities to financially assess alternative ‘mixes’ of traditional and non-traditional approaches – assessing and justifying the complete program based on both market and financial impact

Maximizing Sales Productivity - by assessing current productivity status, understanding key factors in improving productivity and benchmarking against the competition, this senior-level management working session leads to development of specific action plans translating principles into sales organization implementation.

Benefits:

• Provide a guided forum for examination of current productivity
• Build from in-company successes across different operations
• Establish models and standards for market potential assessment, sales force allocation and degree of concentration on products/franchises
• Build base for in-house reassessment on periodic basis

Hospital Selling: Opportunities for Growth - equips hospital sales representatives and account managers with the skills and confidence needed in the increasingly challenging and complex hospital selling environment. This two-day program is a structured and consistent approach to update hospital selling skills in order to optimize results. The workshop is highly interactive, with skill practice, small group work and individual role plays built in throughout. This assures full practical understanding of concepts and clarification of individual or group questions at each step in the training.

Benefits:

• Enhancement of hospital-specific selling skills
• Practical approaches to working effectively in the unique and changing hospital selling environment
• Fully prepare representatives to understand and manage the complex buying environment with multiple decision-makers; develop skills in managing the 'long cycle sale'
• Provide implementation tools that assure continued field reinforcement of skills