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Co-Creation for Business Development Managers How to innovate together with customers

This course brings you the latest best practice on how to create value with your customers and develop new business opportunities. In a market, where products and services are rapidly becoming commodities and where customers demand greater added value and better prices, the conventional approach to selling has to be revised. Now, a new approach to develop business opportunities with customer is needed based on co-creating value rather than on selling value. Sales people have to become much more strategic in their approach focusing on helping customer to achieve their business outcomes based on close and deep collaboration between their organisation and their customers.

The course combines serious business gaming with hands on excercises. The exercises will guide the participants in finding ways and develop new propositions to co-create value with their customers. The business game will enables the participants to learn how to manage the co-creation process with customers. After the game the individual models are revisited and the participants are asked to apply them directly onto one of their own projects.

Course Objectives The objectives of this course are:

  • Learn how to apply the principles of co-creation to create value together with your customers.
  • Understand the meaning of value from a customer’s perspective.
  • Plan and conduct effective business transformation projects with your customers.
  • Conduct better conversations with your customers to uncover their strategic goals and challenges. 
  • Learn how to design new value propositions to co-create value with your customers. 

Program overview It is 2 day program

What is Value Co-Creation?

During this session the participants will learn:

- what is value for a customer

- how sales people can create value for their customers

- how sales forces in various industries are co-creating value with their customers.  

How to conduct a strategic conversation?

During this session the participants will learn:

- how to have insightful converstations with customers

- how to investigate your customer's business strategy.

How to manage the Co-Creation Process?

During this session the participants will learn:

- how to manage the 6 steps in the co-creation process

- how to lead all the stakeholders during the co-creation process.

What are Your Customer's Goals?

During this session the participants will learn:

- what are the differences between problems and goals

- how to analyse your customer goals and uncover new value creating opportunities.

How to design a Value Proposition?

During this session the participants will learn: 

- what is Design Thinking

- how to design new value propositions with customers.

Outcome After this session the participants will know:

  • What value co-creation is and how it can help you to add more value to your customers.
  • How to use our tools and frameworks to co-create value with your customers.
  • What the different forms of co-creation in B2B sales are.
  • What the different sales methods are and when to use them.

Competencies This course aims to develop the following competencies at the follow:

  • Opportunity Management Skills

    This course will provide the participants an in depth knowledge of how to pro-actively create and manage business opportunities with their customers.

  • Questioning Skills

    This course wil provide the participants with the skills needed to conduct strategic conversations with their customers.

  • Leadership Skills

    This course will provide some insight into how to lead stakeholders through the co-creation process.

  • Innovation skills

    This course will provide in depth skills to develop new innovative value propositions together with customers.

  • Change Management Skills

    This course will provide some in depth knowledge on how to lead all the stakeholders through a change process.

  • Analytical Skills

    This course will provide tools and frameworks to help the participants to analyse and develop their business opportunities.