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Creating
Client Value
can help organisations respond to changes in purchasing behaviour
and to develop the capabilities that will determine future success.
It is 21st Century content delivered through a 21st Century process.
Capability
Building® through Accelerated Learning
Creating
Client Value
is Imparta's world class solution for the consultative sales force.
Neil Rackham, a world renowned authority on the sales process
and sales force issues, has worked closely with Imparta to develop
the Creating Client Value accelerated learning solution.
Imparta's
Sales CoPilot- Creating Client Value software is designed in co-operation
with leading business experts, academics and a consortium of FTSE
100 companies. In a consultative selling environment, sales professionals
need an in-depth understanding of their client's value chain and
business. Imparta software is designed to equip the sales force
to respond to this challenge and to create measurable value by
improving their client's business.
Creating
Client Value CoPilot Tutorials Programme
 Participants
have access to the theory that underpins Creating Client Value
through a collection of 50 animated tutorials. The tutorials are
organised around four key phases of the buying cycle and lead
participants through these critical phases.
At
each stage, the user learns new ways of adding value to the client's
business. These tutorials can be provided on CD-ROM or over the
Internet (or an intranet) and can be viewed repeatedly. Imparta
uses visual humour and metaphor to provide the balance of entertainment
and education that is most effective in adult learning. Animated
tutorials include concise summary sections, interactive exercises
for practice and case studies to demonstrate application. Creating
Client Value CoPilot also provides a Value Opportunity Planner
for each participant. This is a set of templates and tools that
enables participants to apply the Creating Client Value concepts
to their own clients.
Realistic
Computer Simulation
 Creating
Client Value CoPilot contains a state-of-the-art computer simulation
that allows participants to experience real-world choices and
consequences.
When
you enter the simulation, you find yourself working for Leigh
Peller, a large Human Resources and Recruitment Consultancy. You're
a new recruit with a sales lead and a demanding manager. A prestigious
retail bank, Murray Unity, seems to be spending a lot of money
on graduate recruitment. But their investment is not paying off!
Could this be an opportunity to create client value?
 The
simulation provides a rich, challenging and truly interactive
experience, where circumstances and individual characters respond
to your actions and decisions. Occasionally, a friendly virtual
Mentor will bale you out, particularly if you're getting into
real trouble. For most of the time, it's up to you. Tools and
resources include your electronic organiser, which collects information
and also the videophone. Naturally, you can return at any time
to the workbook and tutorials within it for help and support.
 Coaching
is a key component of Creating Client Value CoPilot. Intervention
is triggered by user behaviour and your 'virtual Mentor' provides
advice and specific performance feedback, also responding to users'
requests for help and guidance.
Research
shows that adults are open to learning when they have experienced
some degree of difficulty and that they learn best from a peer
that they trust. Creating Client Value CoPilot simulations provide
a safe place for the learner to experiment and the Mentor provides
the necessary correction and support.
Tailored
Feedback
 As
you work your way through the Creating Client Value CoPilot simulation,
your performance is evaluated against 84 learning points in 8
categories of behaviour.
Detailed,
structured feedback for users includes hotlinks to the appropriate
tutorial section so that you can review application of theory
and get a timely reminder of the basics. This information can
also be incorporated into a sales professional's personal development
plan, which allows sales managers to support their development
after the learning experience.
Application
support
 Creating
Client Value CoPilot incorporates a valuable toolkit of templates
within the tutorial section. These frameworks are designed to
help users apply new knowledge and skills within simulations,
workshops and within the workplace. The Value Opportunity Planner
toolset complements the tutorial content and can be easily printed
and downloaded in Microsoft Word* document format.
Site
optimised for Microsoft Internet Explorer and Netscape Navigator
versions 4 and above, 800 x 600 resolution, 16 bit colours or
better. Design and implementation by Viegas Bennett Consulting.
Copyright
© Clive Viegas Bennett 1999-2003
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