ALERTE! Formation Client Encounters, Grenoble 10-12 avril 2017.

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CUSTOMISED ACTIVITIES


This configurator is to help capture what is unique about your company’s C&AE work.

Using this information, we will then be able to adapt our Training Courses and Remote Interactive Coaching Activities for you.



Training Activities Configurator

The Configurator is based on a hierarchical model (above) of a wide variety of CAE work scenarios.

Using the tabular version of this model, below, explore its branches (by clicking on the "+" and "-" buttons) and select the leaf nodes of scenarios that interest you.

Then click on the Submit button, at the end of the table, to obtain a summary.

You may send this to Iconda, if you wish.

  • C&AE Work Situations
    • CONTEXT
      • Basic information about the engineers concerned, the solutions that they support and where they work.
      • Profiles
        • The job profiles that are concerned by the learning exercise. Note that the scenarios defined later in the form should ALL apply to these profiles. If not, then it is best to submit two or more sets of forms, so that the scenarios line up with the profiles:

        • Lab-Based Applications Engineer

        • Field Applications Engineer

        • Product Engineer/Specialist

        • Sales

        • Marketing

        • other

      • Solution type
        • The types of solutions that your company provides:

        • Products

        • Services

        • Mixed products and services

      • Regions
        • The regions that concern you:

        • AsiaPac

        • Europe

        • India

        • Middle East

        • North America

        • other

    • SCENARIOS
      • Meetings
        • Learning & Guiding
          • Situations where skill is needed to manage a meeting or telemeeting, to find out as much as possible from the client, and to guide/influence the client's opinions and decisions. Note that clients may be internal or external:
          • Internal
            • N+

              • VP

              • Manager

            • N

              • Colleagues

              • Services

                • CAD

                • R&D

                • ProdEng/Specialists

            • N-

              • Reports

              • Juniors/Newcomers

          • Pre-Sales

            • VP

            • Technical Manager

            • Engineer

          • Post-Sales

            • VP

            • Technical Manager

            • Engineer

          • Major Account
            • Central Dept (e.g. CAD)
              • Approved supplier
                • New Solution

                  • VP

                  • Technical Manager

                  • Engineer

                • Existing Solution

                  • VP

                  • Technical Manager

                  • Engineer

              • Tolerated supplier
                • New Solution

                  • VP

                  • Technical Manager

                  • Engineer

                • Existing Solution

                  • VP

                  • Technical Manager

                  • Engineer

            • BizUnit and Customer
              • New Solution

                • VP

                • Technical Manager

                • Engineer

              • Existing Solution

                • VP

                • Technical Manager

                • Engineer

            • BizUnit not yet Customer

              • VP

              • Technical Manager

              • Engineer

        • Negotiating & Taking Control
          • Situations where it is necessary to confront and negotiate with a client, to assert one's interests and to come to an agreement with the client that respects the interests of all parties. Note that clients may be internal or external:
          • Internal
            • N+

              • VP

              • Manager

            • N

              • Colleagues

              • Services

                • CAD

                • R&D

                • ProdEng/Specialists

            • N-

              • Reports

              • Juniors/Newcomers

          • Pre-Sales

            • VP

            • Technical Manager

            • Engineer

          • Post-Sales

            • VP

            • Technical Manager

            • Engineer

          • Major Account
            • Central Dept (e.g. CAD)
              • Approved supplier
                • New Solution

                  • VP

                  • Technical Manager

                  • Engineer

                • Existing Solution

                  • VP

                  • Technical Manager

                  • Engineer

              • Tolerated supplier
                • New Solution

                  • VP

                  • Technical Manager

                  • Engineer

                • Existing Solution

                  • VP

                  • Technical Manager

                  • Engineer

            • BizUnit and Customer
              • New Solution

                • VP

                • Technical Manager

                • Engineer

              • Existing Solution

                • VP

                • Technical Manager

                • Engineer

            • BizUnit not yet Customer

              • VP

              • Technical Manager

              • Engineer

      • Presentations
        • Pre-emptive
          • Situations where you are presenting information to clients, at your initiative, in order to promote a product or service, suggest some kind of project, share certain information, provoke an exchange of views, etc:

          • General Conference

          • New Prospect

            • Central Service

            • Business Unit

          • Existing Account

            • Central Service

            • Business Unit

        • Requested
          • Situations where a client requests that you present them with information on products, services, projects, issues, etc.

          • Update

          • Clarification

          • Problem

      • Operations
        • Business Environment and Roles
          • The situation requires a strong understanding of the business environment and the contributions of each the actors involved, both in the client company and in one's own:
          • Market update

            • To client

            • Internal

          • Account analysis

            • Opportunities

            • Stakeholders

          • Introduction
            • Own role

              • To colleagues

              • To a client

            • Own company

              • To a conference

              • To a client

        • Multi-Tasking
          • The situation requires excellent management of multiple tasks in parallel. The granularity may be extremely varied - from major projects to quick-fix issues. Priorities may be hard to assign because of the heterogenity of tasks - how to assess the relative importance and urgency of personal, own-company and client issues? Perfection is not of this world:

          • Personal organisation assessment

          • Progress, Status & Plans

            • To client

            • Internal

        • Professional Writing
          • The situation requires extrememely effective written communication. The imperative may be clarity of technical communication, or sensitivity in inter-personal communication, or a combination of the two:
          • Email

            • Guidelines

            • Analysis

            • Editing

          • Documents

            • Guidelines

            • Analysis

            • Editing

        • Training
          • It is required to create and/or give training to clients - anything from a multi-day course to a lunch-and-learn.

          • Planning

          • Creation

            • Lectures

            • Activities

            • Checks

          • Delivery

        • Crossing Cultures
          • The context of the work is perhaps international, or maybe there are other sources of cross-cultural interference, such as varying company cultures, a generation gap or even a local, an intra-company difference of viewpoints:

          • Inter-personal

          • International

          • Inter-generational

          • Inter-company

          • Intra-company

        • Emotional Intelligence
          • The exposure implied by the work - e.g: the visibility and commercial importance of the results; the implication of people (perhaps very senior) from other companies; the sheer number of contacts that must be dealt with - requires a high level of self understanding and management as well as the ability to understand others and make use of this understanding:

          • Self-empathy

          • Use of self

          • Empathy towards others

          • Use of EI with others

        • Processes
          • The business situation mandates that success be repeatable and, in order to achieve this, it is necessary to capture know-how in the form of simple, maintainable processes:

          • Sales

          • Evaluations

          • Issue Tracking

          • Team Member Integration

    • Here goes ...