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Who Is Your Global

Training Provider?

“On one side there are things

that are known,

On the other side there are

things that are unknown

In between there are always

DOORs”

(William Blake 1757-1827)

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EXPERIENCE

RESULTS

DOOR model

Are You Exceeding Your Expectations?

Clients

DOOR in Numbers

• IT & Telecom

• Banking and Insurance

• FMCG

• Pharmaceuticals

& Healthcare

• Industrial

• Founded in 1981

• One point of contact

• Over 50 Programmes

• Over 55 Countries

worldwide

• Partners In Leadership®

• IMA

• Vervago

• DialogueWORKS ®

• Jolles Associates

Licenses

Expertise • Over 30 Years of

experience in business

• 1000 Trainers, coaches

& consultants

• Quality monitoring

• Strong certification

process

Business

Results

Behavioral

Change

Participants

Feedback & Skills

Improvement

ORGANIZATIONAL

TEAM

INDIVIDUAL

WILL

CAPABILITY

APPLICATION

LEADERSHIP & MANAGEMENT

CONSULTING CLIENT

Experience

DOOR International B.V.

Staalweg 19, 4104 AS Culemborg, The Netherlands

+ 49 611 157 590, [email protected], www.doortraining.com

4

Established in 1981 in the Netherlands.

Became international in 1992.

Training provided in 35 Languages.

Franchise system, today present in over 55 Countries.

Delivered in over 90 Countries.

Approximately 1000 DOOR trainers, consultants and coaches around the world.

History & Today

Experience

5

Areas of Expertise

• DOOR Training & Consulting is your global training and

coaching provider operating in over 55 countries

• We are dedicated to, and passionate about, improving the

performance and effectiveness of leaders, teams and

organizations

• Based in The Netherlands, our global network of franchisees

allows you, our customer, to benefit from local excellence

through our tailored training programs delivered by local

professionals

• You will experience that DOOR trainers, coaches and

consultants are really passionate about helping companies

succeed

• The key to our success is global expertise delivered through

local know how - we translate company strategies into results

on a global scale

Experience

6

Core Capabilities

• Training needs analysis

• Curriculum design and development (sales, employee

effectiveness, leadership)

• Global training delivery with local DOOR facilitators.

• Global training administration

• DOOR Coaching Academy

• Train the trainer sessions on client owned or DOOR content

• Accelerating change implementation

Experience

7

Experience

Global coverage

Americas Europe, Middle East & Africa Asia Pacific

• Argentina

• Brazil

• Canada

• Colombia

• Ecuador

• Mexico

• Panama

• United States

• Venezuela

• Australia

• China

• Hong Kong

• India

• Japan

• Kazakhstan

• Korea

• Malaysia

• New Zealand

• Philippines

• Singapore

• Taiwan

• Thailand

• Vietnam

• Austria

• Belgium

• Bulgaria

• Croatia

• Czech Republic

• Denmark

• Egypt

• France

• Germany

• Greece

• Hungary

• Iceland

• Ireland

• Italy

• Latvia

• Lithuania

• Luxembourg

• Morocco

• Netherlands

• Nigeria

• Poland

• Portugal

• Romania

• Russia

• Serbia

• Slovak Republic

• Slovenia

• South Africa

• Spain

• Sweden

• Switzerland

• Turkey

• Ukraine

• United Arab Emirates

• United Kingdom

Subject Areas

SALES, LEADERSHIP & MANAGEMENT,

INDIVIDUAL EFFECTIVENESS




ORGANIZATIONAL

TEAM

INDIVIDUAL

WILL

CAPABILITY

APPLICATION


CONSULTING CLIENT

Sales

• Uncover customer needs

• Collaborate with clients, understand client’s decision-making practices

• and define common sales terms and strategies

• Articulate value and difference

• Negotiating value

• Design and development of Sales Academies

Sales Process Stages

Appointment setting Meeting Proposal

presentation Negotiations Execution

Challenges How to reach the decision

makers?

How to define and analyze needs and expectations of a

Client?

How to increase the number of

deals?

How to get higher profits?

How to increase sales?

Training Programs

Clients Acquisition Process

Sales Techniques

Presentation Techniques

Sales Negotiations

Account Management

B2B Tools Customer Centered Selling (CCS)

9

Subject Areas

Management and Leadership

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Subject Areas

• Align management, values and principles

• Turn good managers into great leaders

• Execution discipline

TOP MANAGER

MOTIVATION 6.0

COACHING

EMPLOYEE ASSESSMENT

CHANGE IMPLEMENTATION

COMMUNICATION FOR MANAGERS


EXCELLENCE

Individual Effectiveness Quidquid agis, prudenter agas et respice finem - [lat.] Whatever you do, do cautiously and look to the end

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Subject Areas

ME

40% of time employees spend

on trivial things

OTHERS

All projects on time

Emotions

under

control

Presentation

success

How to be successful?

OTHERS

• Acknowledge the importance of every employee

• Build the competencies of your employees

• Develop the strength of your employees so that they achieve outstanding

results

Influence

DOOR PRODUCTS AND SERVICES




ORGANIZATIONAL

TEAM

INDIVIDUAL

WILL

CAPABILITY

APPLICATION


CONSULTING CLIENT

DOOR Design & Development Center

Influence

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• Design and development of sales academies.

• Design and development of soft skills training programs (leadership, managerial skills, individual effectiveness, etc.).

• Industry specific training (contact centers, retail banking, automotive industry, IT, etc.).

• Tailor made development that incorporates customer’s brand essence and values.

• Training curriculum development for ILT and e-learning.

• Organizational written materials (internal training guidebooks or booklets, newsletters, etc.).

• E-Learning solutions (WBTs with high level of interactivity and animation, mobile applications, etc.).

• Learning tools (games, activity kits, independent learning workbooks, etc.).

3rd Party IP Curriculum

14

Influence

Accountability is the Answer

Accelerate Change Implementation

Improve Business Results

Better Decision Making

PARTNERS IN LEADERSHIP

Training Tracks

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Influence

The Self TrackTM Training (1 day)

Helps people embrace their own accountability for

achieving organizational results.

The Culture TrackTM Training (5 days)

Helps managers change in their organizational culture to

produce the results they need now.

The Others TrackTM Training (1 day)

Helps people effectively hold others accountable for

results in a positive, principled way so that they

successfully deliver on expectations.

ACCELERATED IMPLEMENTATION METHODOLOGY (AIM)

Installation versus Implementation

16

Influence

What Challenges Do You Face? DialogueWORKS

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Influence

• No candor or openness

• Lack of accountability

• Feedback avoidance

• Absence of respect and trust

• Work inefficiency or redundancy

• Conflict avoidance

Using the DialogueWORKS Process DialogueWORKS

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Influence

• Begin by focusing attention,

sharing facts, and sharing

interpretations.

• Ask to confirm or learn.

• Create a plan and commitment

together.

• Connect what you want with what

they want.

Discover —

Connect —

Build —

Initiate —

Describe the Situation

Gain Understanding Clarify Understanding

Establish Accountability

We have a problem Precision Q&A

19

Influence

0

10

20

30

40

50

60

70

80

March April May June July

Projection

Urban

Suburban

Combined

Units, in

Thousands

NanoCam Unit Sales: Projected vs. Actual • The question that is in the mind

is precise

• The question that comes out of

the mouth is imprecise

The seven categories of questions Precision Q&A

20

Influence

Should we have the

discussion?

• What are our goals for this discussion?

• Are we focusing on the right things in this discussion?

• Who should participate face-to-face or electronically?

Go/NoGo

DOOR Coaching Academy DOOR PRODUCTS AND SERVICES

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Influence

Career

Performance Executive

Intervention

Development

COACHING Training process

CHANGE NEED

• Business challenges

• Analysis of business challenges

• Assessment analysis

• Talent programs

• Business Orientation

• Synergy deriving from the research and educational background, trainers’ experience and

DOOR know-how

• Access to local and global coaching expertise

• Accountability for coaches’ certification

• Processes and actual effects of coaching

94% of Knowledge Within 20 Minutes

The challenge our client faced was the need to

pass extensive information about the company, its

processes, new products and their application, to a

number of salespeople deployed across Europe. E-

mail communication was ineffective, and traditional

training too expensive an option, so we agreed e-

learning was the right solution. On average 62% of

employees completed online courses acquiring 94%

of necessary knowledge within 20 Minutes.

Services Portfolio

• Blended learning

• E-course design

• One of the traditional DOOR training elements

(preparation, revision, verification of knowledge)

• Assessment, Implementation, ad hoc tests

e-Learning / m-Learning DOOR PRODUCTS AND SERVICES

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Influence

SALES CIRCLE

Results

CLIENT SOLUTIONS




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Results

m-learning in 5 languages

Learning objectives:

• Product knowledge i20

• Mobile learning application

• Available in 5 languages

• Online knowledge test

Learning topics:

• Product knowledge

• Competitive information

• USP’s

• Europe’s no 3 import brands

• Currently operates in 28 European markets

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• High-end electronics since 1946

• Over 167.000 employees and $ 88 billion revenue

“The Leadership Team and Local Management are committed to

developing our people through strategic development programs like this

one. The program was developed specifically for Sony and we encourage

every member of the sales team to make the most out of the opportunity to

attend the courses.”

Naomi Climer

Vice President, Sony PSE

Over 450 Training Days

Results

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Leading FMCG Multinational

Learning Objectives: • Leadership development

• Increase of fundamental

management skills,

knowledge, attitudes

• Personal development

opportunities

Learning topics: • Presentation Skills

• Creativity & Innovation

• Consultancy Skills

• Time & Stress Management

• and many more

• One of the world’s largest consumer goods companies

• Producing around 400 brands, spanning 14 categories of

foods, home care and personal care products

Results

27

Learning objectives: • Globally applicable employee

development

• Roll out of generic training in more than 50 countries all around the globe

• Trainings in English and more than 20 local languages

Learning topics: • Operating Skills

• Leading your team

• People Skills

• Managing Effectively

• Products sold in over 160 countries

• Holds a 15.6% share of the international cigarette market

outside of the USA

• Over 78.000 of employees worldwide

International Tobacco Company

Results

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Learning objectives: • Prepare hi-pots for future roles

• Develop managerial skills throughout the organization

• Provide the basic skill set for employees within the company culture

Learning topics: • Career Development

• Project Management

• Influencing

• Crucial Conversations

• Fundamental Job Skills

• World leader in software solutions

• Products sold in every country around the globe

Delivered in 74 Countries

DOOR is participating in the Microsoft Preferred

Supplier Program (MPSP):

• Over 4500 Training days delivered to Microsoft

employees in 74 countries

• Consistently outstanding, measurable results

• Microsoft training supplier since 2004

Results

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Leading Telecommunication Brand

Learning objectives: • Great customer service

• Identify customers’ future technological needs

• Implement brand values

• Turn brand values into a motivating and creative force

Learning topics: • Expressing empathy

• Tuning into customer needs

• Translating values into behaviors

• Managing challenging situations

• Nearly 79,000 employees

• Currently operates in 31 countries and partner networks in over

40 countries

Results

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Leading Sports Brand CLIENT SOLUTIONS

Learning objectives: • Development and design of training

curriculum for adidas sales representatives in over 150 shops EMEA wide; training duration 3-4 days

Learning topics: • Fundamental sales skills

• Product knowledge

• Motivation

• Coaching on the job

• Train the internal trainers

• 34,000 employees worldwide

• Founded in 1949 in Germany - IPO in 1995

• Over 10 billion EUR turnover in 2008

Content focusing on:

• Train the Trainer (TTT)

• Knowing adidas (for all employees)

• 52 Training Pitches

• Supporting Materials and Tools

• Management Support

• Coaching on the Job

• Performance Indicators

Results

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HOW DO WE ADD VALUE TO YOU?

Partnering with DOOR

• Global expertise and local know-how - Global coverage through local DOOR offices

• Access to breadths of DOOR solutions

• Over 30 years of experience

Proven success with DOOR

• Multinational clients and projects

• Process oriented, quality driven

• DOOR trains and reinforces performance improvement behaviors

Measurement

• DOOR training results are tied to organizational KPI’s

• Our process ensures that your teams achieve your desired return on investment

Easy to work with • One single point of contact from training demand, delivery

to follow-up & monitoring processes

Adding Value

Results

Thank you!

DOOR Training & Consulting USA

John Hanson

Managing Director North America

T: (425)-629-6200, M: (425) 956-4449

[email protected]

www.doortrainingusa.com

8201 164th Ave NE, Suite 200 Redmond, WA 98052

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