Sales Process

Sales Lead: Matt Schlegel - willing to create a seminar to advertise to HR managers and decision-makers, follow up on leads and go on sales calls.

Program Directors: Matt Schlegel - when Japanese language skill is required.

Kimberly Wiefling - when time permits

Nathalie Udo - Primary.

Program Advisor: Kimberly Wiefling - willing to support any effort led by others.

Sales Meeting Support: Dr. Francine Gordon, Sara Jane Milletello 650.200.8766, smilitello@vernare.com

Brand Positioning and Brochure/Webpage Design: JIm Bandrowski

GOAL: Expand our Global Leadership and Management Programs into the US so that we can:

  • Help Japanese companies located in the US in the same ways we are helping them in Japan.
  • Provide opportunities for our ALC Extended Team to work together in the US.
  • Have a lower risk way to experiment with new consultants who are a potential fit for our work in Japan.
  • Make opportunities available for potential instructors to observe our workshops.

Updated plan Oct. 26, 2009:

Kimberly - Contact Ed Caner at Case University and see if his needs and budget are in line with ALC's services and pricing for future programs. If not, then I'll just deal directly with him without ALC, but hopefully benefiting ALC by getting some of our current and potential instructors some more work closer to home.

Kimberly - Approach Tokyo Electron America and Hitachi Data Storage as our first prospects, with or without Matt's involvement.

Ian - If possible, work out a written agreement with Matt that enables us to do an experiment by following up on the leads on the wiki (mostly from me, so no issues with Rochelle).

Yuko - Explore getting us more information about Tokyo Electron America and Hitachi Data Storage to see if the sales people have any contacts that might be useful to us.

Here's our plan Jan. 2010:

1. SALES FUNNEL: We have a number of entries in our sales funnel on the wiki, and we invite anyone on the ALC Extended Team to provide other leads. (See below)

2. BUSINESS DEVELOPMENT VISITS: Francine and Sarah Jane have volunteered to help out on the visits to potential clients, to go along with Matt to represent the subject matter expertise. I'll also go along when I am available.

3. PACE: We intend to set up at least 3 visits before the end of 2010. That's a very modest goal.

4. OUTCOME: We intend to sell at least one program by the end of 2010.

Ideas:

- Sponsor some events where people from Japanese companies might be. Kimberly is happy to provide the funding to sponsor if she can advertise her Japanese book (and English) there.

- Meet with people who are good connections in general and weave the ALC GMP/GLP programs into the discussion.