Exercising leadership, developing, fostering – senior managers coaching their teams

Good leadership, high management expertise is becoming more and more important in times of continuously changing businesses and increasing complexity of exigencies and expectations: You are expected to motivate your team, challenge and develop it. You have to communicate effectively, initiative change processes and set a good example at all times. Apart from this demand of global competency, you must keep an eye on the essence of the business: get the best results and contribute to your businesses success. This dilemma of challenges applies even more strongly to senior management taking on international leadership roles.

To exercise leadership successfully, you must be confident in the use of your skill set and be able to critically assess your role as team leader. This means to be able to reflect upon your own attitudes, dwell on the psychological aspects of leadership, to effectively use your own potential. Leading a team or an entire organization requires not only a high level of business know-how, but also a keen awareness for human nature, sensitivity and intuition. A leader’s individual success strongly depends on how strongly he/she can uncover, trigger and mobilize the hidden potential in the team members. Leadership in essence always means the targeted implementation of a strategy. But: a new strategy in a business mostly calls for a new leadership culture on behalf of the management.

APEDOS Training has long-term experience in the advanced qualification of senior management, the development of complete management teams and CEO-level consulting – in large globalized corporations as well as in medium-sized or family owned businesses.

Target groups: Managers, executive level personnel, project leaders as well as staff stepping up to leadership responsibility

Objectives

• Individually analyzing the exigencies of a state-of-the-art leadership style, breaking it down to your own personal development potential.
• Creating your own personal impact to meet the requirements of the leadership mission.
• Implementing and actively using objectives on the micro-/departmental level and leadership by management objectives.
• Being able to carry out business negotiations considering cultural specifics of your business partners.
• Mastering interaction with complex employee personalities and challenging teams successfully.
• Reducing friction in daily cooperation with staff and in the teams.
• Handling feedback processes productively as an element in daily leadership.

Content

• Self perception and role acceptance in modern leadership
• Acting authentically – basics of successful leadership
• Targeted development of your own individual leadership personality
• Strategies for successfully leading teams
• Optimizing delegating techniques and management by objectives
• Communication as a leadership tool
• Team psychology
• Awareness of human nature and motivation all teams members
• Conflict management and negotiation
• Individual road map to personal and professional development

Success in Key Account Management is strongly determined by the key account manager’s personality and his/her personal sales abilities. Handling different situation with a wide range of contacts raises the bar for a successful key account manager’s know-how.

80 % of most business’s turnover often depends on only 20% of the clients. A large portion of the markets, nationally as well as internationally, is determined by customer concentration and crowding out. Installing and optimizing Key Account Management is the best reaction to this type of market development.

A strategic key account is not only of decisive importance for the long term market success of a business, but also for developing of competitive advantages as well as for designing new innovative marketing strategies. It is an absolute “must” for every business, to identify, hold and develop its key accounts and strategic partners. Successful key account management enables you to hedge and increase your turnover and contribution margins.

Objectives

• Knowledge of professional and personal requirements for Key Account Managers.
• Define objectives, mission, tasks and organization of Key Account Management in your own business/company.
• Knowledge of methods and procedures for the analysis and further development of your Key Accounts and their application in practice.
• Carry out marketable Key Account Management presentations.
• Develop a Key Account Plan for selected top clients.

Content

• Key Account Managements – the term, its classification and delimitation to other distribution concepts
• Objectives in Key Account Management
• Key Account Manager and his/her role and mission
• Tools and procedures in Key Account Management
• Key Account Team
• Key Account Plan (KAP) as steering and communication tool
• Systematic client analysis
• Client analysis and development of client specific strategies
• Client portfolio management
• Professional management of client relations
• Client contact planning under consideration of hierarchical structures
• Mid- and long-term development of client relations
• Value oriented sales – benefits for the client
• Focusing resources in Key Account Management
• Systematic preparation of proposals/tenders
• Development of sales proposal strategies
• Target group specific presentation of sales proposals