The simulation builds upon a buyer identification process and extends this to the ability to influence and change buyer options. It is complementary to many established sales methodologies and provides a realistic setting in which to practice using these methods.
The simulation has been designed to be run either in the classroom or online, and can be delivered via the internet or installed locally. Networking tools enable teams to communicate from within the simulation with a facilitator or other teams, regardless of physical location.
The simulation is typically run by small team and its use provides an engaging, but demanding team-building experience. Teaching materials are available, including example presentations, tools and frameworks.
Working as a team, participants play the role of Sam Barnard, in the London office of professional services firm, the Woods Green Group. Sam’s boss, Philip Andersen, has received a phone call from the Strategy Director of media company, Shaw Entertainment, asking if Woods Greens would like to propose for some consulting work. Woods Green has not previously worked for Shaw so Philip has only limited knowledge of the key players there. Philip asks Sam to take the lead in forming the proposal team, getting to know the client and ultimately winning the opportunity.
Through the initial client contact provided, participants must discover further information about the client and its business issues, and about key personnel within the client and their decision making roles in the buying process. Participants can engage with the client through meetings, phone calls, email and by organizing various business and social events. Participants develop a proposal and build a relationship with the client. If successful with the proposal, participants also learn whether they have succeeded in building the basis for sustainable long-term relationship with their client.