This training will teach you how to attract customers in the west (EU and US) and deliver unique value to them.
There’s an important change in the software industry: companies have found that the traditional (black box) outsourcing model doesn’t work. Companies go through agile transformations and this movement is trickling down from large enterprises to SME’s. Relationships move from ‘client-supplier’ to ‘partnerships’. At the same time, the large outsourcers move up the value chain: where they once provided ‘hands’, they now bring innovation. This trend is known to many people, but the question is ‘how to benefit from it?’. That’s what this training will help you uncover.
Our distributed agile path helps firms re-design their business (sales, strategy and delivery model) to create lasting partnerships with clients. In our workshop, we will make you familiar with the basic building blocks of our method.
Who should attend
- (Software) service / outsourcing firms with a focus on clients in the EU and the US
- Everyone doing business and/or in a leadership position
- Operational manager, scrum master, product owner, project manager
In this workshop, you will do the work. There’s no lecturing, it’s all about learning how to apply the path in your company. You will learn how to:
- Create a service model that works in the EU and US
- Do business in the EU and US
- Co-create a distributed scrum team with your client
- Create a long-term collaboration model with each client
During this one day workshop, we will work in groups on the following exercises:
- Business Model Canvas
We will work in groups to create a prototype for your new service model. Each group will use the business model canvas to map out what works well in their current service model and add improvements. The main goal is to design the service model with ‘long term partnership in mind’.
- Empathy Map
Using the empathy map, the groups will map out what they see, hear, understand about their (future) clients. This empathy map will create a deeper understanding of the beliefs clients in the West have.
- Virtual Distance Triangle
The Distance Triangle will visualize how your group perceives the geographical, cultural and organizational ‘distance’ to your clients. We will cover important dimensions that create distance in working relationships and therefore can lead to misunderstandings and conflicts. Some are more obvious like physical distance. These factors go beyond individual behavioral aspects. We also address these dimensions that prevail on a corporate level. Becoming aware of these and managing them will help you to avoid conflicts before they become a real problem in your business relationship.
- The Distributed Team Canvas
The last instrument we will show in the workshop is a canvas, designed to help you plan the specific collaboration with each client. The canvas can be used before each project and helps to create clear expectations and agreements on everything that affects the execution of projects with your clients.
For best results, you should have at least 1-2 years experience doing business or in a leadership position.
- Included: welcome coffee, lunch and coffee breaks
- Training language: English
- Participants will receive a certificate of attendance
Need a customized workshop? Contact us and we’ll adapt the content as required.