Our training emphasis is on helping organizations become more competitive so they can grow their top- and bottom-line results.
Qittitut Consulting offers courses as part of its Organizational Effectiveness and Development practice. Each course may be tailored for management, staff, or a mixed audience. All training sessions use a combination of knowledge transfer and skills development techniques including plenary and small-group discussion, instructor/participant presentations, self and group assessment, role playing, case studies, video, experiential exercises, quizzes, and games.
Please select from the following categories to view the course descriptions:
Strategy, marketing, sales, and pricing workshops
For information about the following workshops, please contact Bill Diggons at +1 (713) 240.7714.
Oilfield Economics & Decision Analysis
- Understanding the customer’s business model
- Probability analysis
- Decision trees and influence diagrams
- Cash flow, NPV and IRR calculations
- Value metrics: total profit contribution, payback and return on incremental investment (ROII)
Account-Cracking Strategies
- Multi-level selling
- X-division selling and pull-through
- Developing harder-hitting cost-benefit tools, pitch decks and proposals
- Staging a Value Chain Lab to influence procurement practices
- Using a local technical forum to improve tenders
- Benchmarking and scorecarding gambits
- Persuasive communication techniques for executives, managers and procurement
Proposal Writing
- Enhancing templates with local content
- Adding high-impact summaries and closes
- Embedding sales traps
- Using best practice and top-10 lists to highlight differentiators
- Best practices: style, grammar, spelling, units, abbreviations and mnemonics
Product Launch/Communications
- Push vs pull vs guru marketing
- Aligning/leveraging the internal team
- Big bang vs creep strategies
- Marketing communications best practices
- Tools that work
Sales Management
- Best practices of the best teams
- Managing vs coaching vs leading
- Focusing on contribution margin
- Big deal closing vs mentoring
- Motivation: compensations, awards and games
- Discipline
- Tracking and monitoring
Renegotiating Customer Relationships
- Focusing on what’s in it for me as a customer
- Establishing real win-wins
- Tactics that leave both parties satisfied
- Playing hardball
Strategic Account Management
- Account management best practices
- Account planning
- Improving tenders
- CRM do’s and don’ts
Competitive Pricing
- 3Cs of pricing optimization: customer value, costs and competitive alternatives
- Value segmentation
- Erecting price fences
- Understanding fixed, variable and stepped costs
- Contribution margin–based pricing
- Premium techniques
- Discounting techniques
- Segmentation and new business model pricing
- Implementing price changes
- Negotiating with the customer
Competitive Selling
- Transaction vs relationship vs competitive selling
- Shifting buyers’ preferences
- Probing
- Simple stories
- Handling objections
- Trial and presumptive closes
- Economic value analysis
- Setting and answering sales traps
- Provocative selling
- Presentations to win executive sponsors
Strategic Marketing
- Industry trends
- Market research
- Segmentation and targeting
- Positioning
- Marketing mix: product, place, promotion and price
- Communications
- Control: roles and responsibilities
Four-Step Growth Strategy
- Know the vision
- Know the business
- Know the options
- Decide and do it
- Roadmapping/action planning
Management and employees
For information about the following workshops, please contact Bill Thomas at +1 (866) 302.9099.
Managing a Virtual Workforce
- Adapting to shifts in team membership
- Managing team members, including those from outside the organization (clients, collaborators)
- Managing workers on multiple teams
- Communicating with and managing workers who are widely distributed both organizationally and geographically
- Handling formation of teams and continuous team reform
- Dealing with teams that have multiple reporting relationships with different parts of the organization at different times
Excellence in Customer Service
- The business case for excelling in customer service
- Aspirations around customer excellence
- The role and types of customer service (inbound, outbound and others)
- Customer service as a commodity or differentiator
- A walk in the customer’s shoes
- Identifying and addressing the customer’s moments of truth
- Differentiating customer behavior, satisfaction and loyalty
- Small steps that yield big results
- Using the customer compass
- The benefits and use of CRM systems
Building a Customer-Focused Culture
- Understanding the changing competitive landscape
- Defining new sources of market differentiation
- Core capabilities needed for delivering the ultimate customer experience
- Redefining and creating real customer value
- Customer value mapping and individual roles
- Customer service is a mindset, not a department
- Moving from service provider/supplier to business partner
- Collaborating across internal and external boundaries
- Balancing customer advocacy with customer profitability
- Measuring and improving customer satisfaction and loyalty
Time Management
- Obstacles to time management
- Creating a personal vision
- Weekly time assessment
- PIE exercise
- Striking a balance
- Prioritizing using the priority matrix
- Planners (electronic and paper)
- From master list to planner
- Conducting effective meetings
- Successful delegation
- Project management
Managing a Diverse Workforce
- The business case for diversity
- The diversity continuum—tolerance, acceptance, inclusion and leverage
- The legal parameters of diversity
- Recognizing and appreciating differences
- Diversity support groups and similar venues or support mechanisms
- Dealing with boomers, gen X’ers, gen Y’ers and others
- Harassment issues
- Managing personal relationships and conflict
- Individual and organizational liability
Communications in the Workplace
- The communication process and management
- Types of communication
- Communication vehicles and techniques at our company
- Personal communication styles—assessment and interpretation
- “Answer first” verbal communications model
- Non-verbal communications
- Listening assessment
- Critical and selective listening skills
- Barriers to effective verbal communications
- Written communication skills
Managing Conflict Effectively
- The communication process and management
- Types of communication
- Communication vehicles and techniques at our company
- Personal communication styles—assessment and interpretation
- “Answer first” verbal communications model
- Non-verbal communications
- Listening assessment
- Critical and selective listening skills
- Barriers to effective verbal communications
- Written communication skills
Managing Change
- Key changes in American business and work environments
- Change as an obstacle or opportunity
- Creating your business case for change
- Understanding and managing the stages of change
- Recognizing your current state of change (strategic and tactical)
- The head, heart and hands approach to change management
- ACHIEVE model for individual change
- Seven-step model for organizational change
- Defining your role in change management
- Leading change internally and externally
Managing with Legal Parameters
The legal aspects of management:
- Title VII of the Civil Rights Act of 1964
- Fair Labor Standards Act of 1937
- Age Discrimination in the Employment Act of 1964
- Americans with Disabilities Act of 1990
- Family and Medical Leave Act of 1993
- Application of policies and legal requirements to management areas such as recruitment, selection, promotion and termination
- Discrimination, harassment and retaliation in the workplace
- Progressive discipline and documentation
- Effective termination decisions and process
- Privacy and confidentiality issues
Optimizing Manager-Employee Relationships
- Preventive employee relations practices (can include union avoidance)
- Employee satisfaction vs employee engagement
- Today’s manager as coach
- Performance improvement—tips and tools
- Designing and applying internal complaint processes
- Use of surveys, focus groups and self-directed work teams
- Key employment laws and the supervisor’s role in each
- Overview of relevant policies and procedures
- Creating a culture of inclusion and respect in the workplace
- Understanding and leveraging interpersonal differences (DiSC, conflict or similar assessment)
Building your Employment Brand
- Defining and becoming an employer of choice
- Developing your employment brand and EVP
- Employee engagement vs employee satisfaction
- Defining and communicating the different dimensions of employee growth
- The role of performance management in growing your talent
- Career planning and individual development plans
- Succession planning—the business case and how to do it
- Addressing soft and hard skills in employee challenge and growth
- About tests and assessments—what’s so good and not so good
- Addressing the negative and rewarding the positive
Effective Compensation Management for Line Managers
- The real role of compensation in today’s business
- Its short- and long-term characteristics and impact
- The different components of total compensation and the purposes of each
- Understanding your company’s compensation philosophy
- Using compensation to drive results—building a pay-for-performance culture
- The limitations—things compensation can’t fix
- Making individual compensation decisions for each piece, and making it all fit together
- Related actions—merit and bonus decisions, equity adjustments, promotions, demotions and salary cuts
- Compensation land mines and how to avoid them
- Communicating your decisions to individuals
- Dealing with leaks, rumors, entitlement, counter offers and other nuances
Performance Management for Line Managers
- Using performance management as a business process
- Planning (team and individual levels) for superior performance
- Quantifying performance standards and critical success factors
- Converting KPIs into SMART objectives
- Tips for effectively applying performance appraisal tools and process
- Effective use of self-assessments and upward reviews
- Monitoring and evaluating employee performance
- Preparing for and conducting an effective performance appraisal
- Coaching and resolving below-standard performance and behavior problems
- Creating and reinforcing individual accountability
- Dealing with high-potential employees, and other career planning and development needs
Developing High-Performing Teams
- Heroes vs teams
- Characteristics and competencies of HPTs
- Selecting team members—styles and skills
- Sorting out individual investment and membership
- Recognizing informal roles and use of authority and influence
- Understanding the stages of team development
- Addressing specific barriers to peak performance
- Situational leadership and team S.U.C.C.E.S.S.
- Assessing the current and desired state of the team’s performance
- Ten keys for effectively leading HPTs
Identifying and Retaining Key Talent
- What is key talent and why does it need a special focus?
- The talent circle (select, retain, remove and realign key talent)
- Understanding performance vs potential
- Buying vs building your talent base
- How to recognize or identify high potential performers
- The different types of development—redefining growth
- Evaluating your level of key talent loyalty and risk
- Early warning signs of derailment and/or defection
- Nuances in motivating and developing key talent
- Ten nonfinancial tools for retaining key talent
Recruiting and Selecting High Performers
- Preparing and reviewing job specifications
- Analyzing departmental staff
- Identifying recruitment sources
- Evaluating resumes and/or applications
- Utilizing behavioral interviewing techniques
- Selecting the best candidate
- Checking references
- Offering the job
- Creating an orientation checklist
Transition to Management
- Constants of the effective leader
- Professionalism defined
- Managing prior co-workers and friends
- Ten rookie mistakes
- How things have changed . . .
- Managing personal relationships
- The importance of SMART objectives
- What you need to know
- Managing your manager (upward management)
- Trends in business
Employee benefits/retirement
For information about the following workshop, please contact Craig Narum at +1 (281) 693.3777.
Complete Financial Management Workshop
- Seven roadblocks to financial success
- Six keys to financial success
- Risk management
- Cash management
- Investment concepts (including analysis of company 401k choices)
- Tax management
- Retirement planning
- Estate conservation