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About
David W. Richardson, CSP
Chart of Projects and Assignments
by David W. Richardson,
CSP
Sales and
Marketing
General Electric GE Supply
Group Size 25, totaling 1100
Various Locations Nationally
General Electric charged Dave with developing a Persuasive Sales/Presentation Skills training program designed to help their salespeople and managers work together more effectively with executives and
senior managers of their client base. He spent several days in the field
with salespeople and managers to customize this program. A program
was designed including video cassettes, audio cassettes, workbooks, pocket
guides and pre- and post-valuation instruments.
Kirschner Medical
Group Size 44
Location: Timonium, MD
Worked in field with sales representatives
and managers to research company for development of customized sales
and management training programs. Also delivered keynotes at sales
meetings and seminars conducted during the program implementation.
Air Express International
Group Size 24, totaling 188
Locations, Various Cities
in the U.S.A.
The challenge was to teach a
group of bright sales professionals how to sell an intangible product in a price-driven marketplace.
Spending three days working with salespeople and
managers in the field, Dave designed a two-day workshop that was delivered
12 times throughout North America. Also were used customized workbooks, audio tapes,
pocket guides, and an intensive three-month follow-up program was directed
through Dave's office. Salespeople were given a toll-free number to
seek Dave's consulting assistance for one year after the workshop.
Sales Strategy
Herman Hirsch, Inc.
Group Size 40
Location: Graz, Austria
Hirsch is a manufacturer of watchbands in Graz, Austria. Dave
customized an educational seminar for the presidents of its international
division. Several sales and management strategies and systems were integrated
into the program. It was so successful that Dave was asked to return
with additional customized programs and materials.
Bayer Health Care
Group Size 300
Location: Terrytown, NY
The challenge was to help their
salespeople increase their leverage in hospitals through the placement
of their chemistry analyzers and reagents. Dave spent several days working
with salespeople in the field to better understand the sales process
and its impediments. A sales strategy program to be delivered over three
years was developed and integrated into Technician's overall training
program.
Presentation
Skills
KPMG
Group Sizes 12, totaling 2000
Locations Worldwide
How does one teach high profile
accountants, auditors, and consultants to deliver powerful executive
presentations? Dave designed a Basic Oral Presentation Skills workshop
for their consultants and managers throughout the world. Recognizing
a further need, Dave designed an Advanced Boardroom Skills workshop
for partners and senior managers.
NBC
Group Size 50
Locations: Chicago/Philadelphia
In preparation for selling network
advertising space for the Olympics, Dave conducted a customized two-day
sales and presentation skills workshop. During the meeting these high-powered
sales professionals saw not only significant improvement in themselves,
but in others as well. Customized workbooks and audio cassettes were
used in this program.
Competitive Presentations
Honeywell
Utilities
Group Size 7+
Locations: Denver, Minneapolis, Chicago, San Antonio, Las Vegas
In
preparation for competitive presentations to high profile HUD energy
executives, Dave worked with the teams to help them craft a winning
message to the selection committee. With his coaching and input,
Honeywell has now won over 90% of their projects.
Opus West
Construction
Group Size 10
Location: Phoenix, AZ
The challenge was to win a multi-million dollar project at Arizona State
University against three strong, well placed construction firms.
Coaching the team on every phase of the presentation, Dave helped them
successfully win this high profile project
Management
South African Jewelers Organization
Group Size 160
Locations in Johannesburg,
Capetown, Durban, Port Elizabeth, South Africa
This association wanted to bring
together its members to four locations within the Republic of South
Africa. Using customized workbooks, audio and video cassettes, Dave
created a program to help the jewelers maximize their competitive advantage
in their marketplace.
Dupont
Group Size 62
Location: Wilmington, DE
The apparel division was in need
of a dynamic educational program for their customers. Dave was engaged
to create and deliver a customized workshop during key management sessions.
The Alaska Visitors &
Convention Bureau
Group Size 370
Location: Skagway, AK
How do you help tour operators
faced with a three-month season to improve their customer service? After
traveling throughout Alaska for nine days and meeting numerous tour
companies, Dave designed a rousing, three-hour workshop for the bureau's
annual meeting. The customization was revolutionary and the program
is still being talked about as the best ever.
Dive Equipment Manufacturers
Assn. (DEMA)
Group Size 950
Locations: Houston and Orlando
Dive shop owners from all over
North America attended the industry's largest convention and trade show.
Dave was charged with designing three business management seminars.
So successful were these workshops that they were conducted at conventions
for three consecutive years. Participants received customized workbooks
and handouts. |
