CASE STUDY
"Our engineers need to improve their client contact, selling and negotiations skills"
Client: Roke Manor Research Roke Manor Research (RMR), a standalone subsidiary of Siemens, is a contract research and development company specialising in communications and sensing technology. Having recognised the need for their research group and project managers to improve their skills in initiating and developing business, they contacted Cranfield University's R&D Management Centre for help. A number of the Directors had attended Matthew Last's Marketing and Selling R&D course at Cranfield and wanted him to work with the managers. Assisted by Kevan Williams, Matthew delivered a number of 2-day Business Development training programmes using RMR case studies for client meeting role-plays. This was followed up with intensive half-day workshops on specific subjects such as letter/email writing, pricing and negotiation, one to one work and telephone support. David Smith, an RMR Director commented:
Consultants: Matthew Last and Kevan Williams
'Excellent - as a result of this programme, managers are much more proactive, skilled and confident when dealing with existing and potential clients. The meeting role plays, in particular, have been tremendously helpful.'
