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PCS Sales competency developemnt Proposal for PWC Russia

PWC Russia has launched a new Private Company Service (PCS) project aimed at small and medium-sized businesses. This initiative seeks to build a pipeline of future clients amidst the challenge of a limited consulting services market in Russia. We propose establishing a Development Center to facilitate training focused on communication and sales competencies. Participants will engage in structured activities, receive peer feedback, and create individual development plans to enhance their skills and better serve their clients within the PCS framework.

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PCS Sales competency developemnt Proposal for PWC Russia

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  1. PCS Salescompetencydevelopemnt Proposal for PWC Russia

  2. The Current Context • The new project – Private Company Service( PCS) – has been launched since 2010 in Russia • The target of the project: • to enter the new niche for PWC consulting services: small and medium sized businesses, • to “build” new potential clients for the future starting from today • The participants of the new project are specialists in their field, but not in sales • There is an increased need in communication / interpersonal management skills in PCS project • Thekeyexpecteddifficultyisthatin Russia thereisnotraditiontopurchaseofconsultingservices • The specific training needs are not completely clear as participants do not have yet enough information / experience with small / medium businesses

  3. What We Propose Based on our experience with similar assignmentsandsincetraining needs for this new project are not fully clear We propose: • To run The Development Center for the participants of Private Company Service project • As the result of Development Center – to arrange a set of trainings for participants, such as Communication skills / Effective communication Advanced sales skills Negotiation mastery Etc.

  4. Why Development Center? • Participant will understand and analyze own strengths and weaknesses in relation to their specific job function • Participant will have a chance to have focused and well-structured feedback from their colleagues and trainers • Team communication within the frame of Development Center helps to increase shared vision and priorities • All specifics of local market and culture are taken into consideration while DevelopmentCenter exercises are prepared • Participants will identify own areas for development and start developing individual development plan • Further training activities are very precisely targeted for each participants • Participants will commit to own development

  5. DevelopementCenter Format Activities: • Roleplaysandindividualexercises • Focused facilitated discussionstoinvestigatecustomerprofileandneeds • Selfassessmentofownperformanceineachactivity • Multiple feedbackfromteamandtrainer • Writtenreportandvideorecordofownperformance ( if needed) • Methodology: • Participants demonstrate how they use their knowledge and skills, needed for their job function, in secure positive environment, created by facilitators • Duration1 day (upto 6 participants in a group)

  6. DevelopementCenterexpectedresult • Clearunderstandingbyeachparticipantofexistingskillsandcompetenciesandhowtheycanbeusedformoresuccessfulsalesin PCS project • Undestandingofwhatskillsandcompetencesarelackingandshouldbedeveloped/activated • Participantswilldevelope/activateselectedskillsandcompetenciesbasedonperosnalprofilerightduringtheeventuptolevelofconciouscompetence

  7. Costestimate Training programs following DC will have a modular structure, 1-2 days for a module. 1 training day cost – 80.000 RUR

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