Wednesday, 26. June 2019

Forum Mittelstand: Structured acquisition of new customers

The topic of the Forum Mittelstand on June 26, 2019, is "Structured acquisition of new customers." Organized in close cooperation with the Koblenz Chamber of Industry and Commerce (IHK Koblenz), the company afternoon will focus in keynote speeches and workshops on structured processes for acquiring new customers.

·   How do we identify growth areas?
·   How do we address new customers?
·   What opportunities do digital media offer in B2B?
·   How do we design professional sales documents and presentations?
·   How do we conduct professional sales talks?
·   How can CRM support sales opportunity and offer management?
·   When should we not offer?

Profitable growth is the corporate goal on which the majority of entrepreneurs can agree. But surveys conducted by WHU show that most entrepreneurs are dissatisfied at one point: They don't succeed enough in penetrating new customer segments and opening up new applications for existing technology. "We are moving too much in the traditional customer base," is a widespread complaint. Another problem is that salespeople often get stuck with purchasing: "Send us an offer." And after that, the discussions petered out.

Against this background, the IHK company afternoon will answer all the above questions and discuss a structured process and tools for the acquisition of new customers and projects.

14.00 - 14.30    Arrival, check-in, and a small snack
14.30 - 15.45    Short welcome and keynote lecture Prof. Dr. Ove Jensen
15.45 - 16.00    Coffee break with cake
16.00 - 16.45    Workshops in small groups
16.45 - 17.15    Reports of the Workshop Moderators
17.15 - 17.30    Conclusion and a closing discussion

WHU - Otto Beisheim School of Management
Burgplatz 2, 56179 Vallendar
Raum E-102


Forum Mittelstand at WHU

The Forum Mittelstand at WHU has set itself the goal of competently informing medium-sized companies, especially in the region in which WHU - Otto Beisheim School of Management is located, about new scientific findings. In this way, the forum aims to make a significant contribution to the economic and innovative strength of companies. This is done in close cooperation with the IHK Koblenz.