Teams (6-8 people) compete to win a scenario (fictitious or real) presented by a customer team. Each team needs to cooperate to truly understand the situation and reveal hidden facts.
All teams submit a final proposal, which is evaluated on “Customer Value” and “Strategic Partnering” by competitors and the customer team.
In real life, “Relationship Factors” such as communication skills are just as important as the formal proposal. Consequently, all interactions with the customer team are observed during the simulation and rated on customer tablets.
Teams receive detailed feedback on both their proposal and their behavior, and the process also encourages reflection about teamwork. The overall learning points center on the different aspects of gaining customer insight, strategic selling and building strategic partnerships.
1) THE BRIEFING
The customer (fictitious or real) briefs teams about a strategic opportunity and observes the process.
2) TEAM WORK
Teams (of 6) have to uncover “hidden facts” to solve the task and come up with a convincing strategic positioning.
3) THE PITCH
Proposals are delivered as a one pager and as a 90 second elevator pitch on video.
4) PEER TO PEER EVALUATION
Proposals are evaluated by other teams and by customers, who provide ratings and comments.
5) CUSTOMER RATING
Customers also observe other interactions with the teams and make comments and ratings on their tablets.
6) FEEDBACK AND DEBRIEIFNG
During the debriefing, each team receives extensive feedback on both formal tasks AND relationship factors. Winners are announced and celebrated.
And the final debriefing flow includes time for reflection and discussions