Services

Training Programs

The Brooks Group offers industry-leading executive training programs for managers and executives across all industries.

Our Open Enrollment programs are ideal for individuals or small groups. We limit class sizes to 12 individuals for all Open Enrollment programs. We hold these sessions at our corporate facility in downtown West Chester, PA.

For groups larger than 12, we offer customized, off-site training programs. Any of our Open Enrollment offerings (Carpei Audientiam: Executive Level Presence, Account Management, or Strategic Thinking & Planning) will be customized to meet your team’s needs.

All of our training programs are interactive and have specific learning objectives.

Our Signature Training Programs
  • Executive Level Presence
  • New Account Management
  • Strategic Thinking + Planning
  • Revolutionize Your Business
  • Executive Engagement
  • Accessing & Integrating at Strategic Levels
  • Developing a Value Proposition

Executive Level Presence

Seize Your Audience | Project Competence | Instill Confidence You can get the Job Done

Completing Carpei Audientiam will ensure you can communicate clearly and concisely, no matter the situation.

Carpei Audientiam: Executive Level Presence is a one or two day skill enhancement program that enables business executives to develop and deliver high impact presentations that drive your business agenda. The program’s objective is to ensure that executives are confident enough to seize the business environment and get the job done (whether internal or external meetings). The program develops the specific skills that move your agenda forward with Key Decision Makers (KDMs), utilizing a “business presentation” format (as opposed to a “speaking” engagement format, where one is addressing a group of people from a prepared script, with little question/answer and interaction).

This program goes beyond traditional presentation skill training to focus on the critical factors of utilizing Platform Power when presenting to strategic-level personnel (those individuals who have profit and loss responsibility and the leverage in the organization to make quick and substantial decisions).

Outcomes

Upon completion of this course, participants will have the skills to:

  • Develop content for effective business presentations
  • Brand presentations to engage audience, enhance retention, and sustain professional image
  • Deliver presentations using proven platform techniques
  • Manage individual distractions that occur during presentations
  • Effectively use media tools to support verbal messages
  • Identify and manage varying types of audience participants members (Tough Crowd)
  • Purposefully create audience interaction to drive presentation success
  • Manage the presentation environment to support audience comfort, attention, and drive the business agenda
  • Demonstrate physical presence in a variety of situations
  • Project a professional and sophisticated image
Continuing Professional Education Credit

Participants who require credit through NASBA or SHRM can expect 6 credits for completing this program. Please note that the number of credits is subject to change, please contact us to confirm the number of credit hours is current.

Have questions or want to learn more?
Request more information on the Executive Level Presence program.

Purchase Dan Brooks’ book Carpei Audientiam: Executive Level Presence: Seize Your Audience, Project Competence Instill Confidence You Can Get the Job Done at Amazon

New Account Management

The Brooks Group New Account Manager program is ideal for current and aspiring account managers. The program preps candidates for successful careers in this role and enhances skills of current account managers.

This course is ideal for any client-facing employees across all industries. The comprehensive curriculum includes classroom lectures, interactive activities and simulations, and assignments to be completed back in the field. Skill development coursework includes:

  • Case studies and scored simulations
  • Strategic account planning
  • Executive level presence
  • Customer relationship management

Hiring managers can be confident that account manager candidates who have completed this program are able to craft and position a superior value proposition that resonates with key decision makers, and provide world-class account management aligned to the priorities of customers in key accounts.

Outcomes
  • Define what “good” Account Management looks like
  • Identify environmental trends and relevant insights to their market
  • Utilize critical thinking processes to enhance strategic thinking
  • Discuss how organizational structures and communication networks influence customer decision making
  • Refine and simulate an elevator speech to position for access
  • Understand, create, and position their value proposition
  • Utilize the Gapping Diamond process that enables Account Managers to understand customer’s key business issues
  • Develop a strategic plan for their assigned account
  • Apply business processes through case studies and simulations
Continuing Professional Education Credit

Participants who require credit through NASBA or SHRM can expect 12 credits for completing this program. Please note that the number of credits is subject to change, please contact us to confirm the number of credit hours is current.

Have questions or want to learn more? Request more information on the Account Management program.

Strategic Thinking + Planning

The Strategic Thinking & Planning Program is a two-to-three day training program designed for any client-facing manager or executive.

This program develops the knowledge and mindset of Account Managers (AMs) to move beyond their day-to-day “responding to fire drills” mentality and focus on achieving their strategic business objectives. During the course, the AMs examine and agree to the organization’s PEST (political, economic, social, technology), SWOTs (Strengths, Weaknesses, Opportunities, and Threats), as well as their Key Issues (barriers to success). Next, the AMs establish their financial and business objectives for the duration of the plan. Objectives are specific and measureable in order to determine if they were met over the lifetime of the plan (normally one year).

Brooks Group has performed this type of training for 12 of the top 20 pharmaceutical companies in the nation, as well as for a similar number of specialty and biotech companies, over the past seventeen years, consistently receiving extremely high marks for the relevance, usefulness, engagement, and outcomes of the course.

Outcomes

Upon completion of this program, Account Managers will have greater ability to:

  • Think beyond the day-to-day, “responding to fire drills” mentality
  • Build ambitious, but realistic and achievable strategies to meet established business objectives
  • Develop a tactical implementation action plan to support the strategies
  • Create and present an ROI-focused business case
  • Enhance the organization’s ability to move beyond politics and focus efforts on critical business issues
  • Concisely share their plan with all key stakeholders
Continuing Professional Education Credit

Participants who require credit through NASBA or SHRM can expect 5 credits for completing this program. Please note that the number of credits is subject to change, please contact us to confirm the number of credit hours is current.

Have questions or want to learn more?
Request more information on the Strategic Thinking & Planning program

Revolutionize Your Business

Revolutionize your business at The Brooks Group’s newest training program.

What is covered? The Brooks Group’s Revolutionize Your Business: Lessons of George Washington & the Largest Battle of the Revolutionary War features a flexible curriculum, and is designed to be customized to meet the needs of your team. Ideal for a management or team retreat, registration would be open exclusively for your team, ensuring you receive the full attention of our experts.

The flexible curriculum allows managers to choose one of the tracks below to focus on:

Leadership and Leading through Adversity

Participants learn how to:

  • Paint the visionary plan
  • Understand yourself & your position on the team
  • Recruit the right stuff
  • Set expectations
  • Understand the business
Effective Communications

Participants learn how to:

  • Proactively seize your audience
  • Effective content: delivering the quantified value proposition vs. reading the slides
  • Power introduction to ensure you are positioned with credibility to your audience
  • Choreography: managing the environment
  • Team: ensuring real time communication to manage the audience
  • Tough crowd: minimize mortal enemies / maximize your probability of gaining buy-in
Change Leadership

Participants will learn how to:

  • Prepare and energize yourself, your team, and the organization to thrive during times of ambiguity, change, and opportunity
  • Understand the impact of The Change Reaction Curve on all organizations and how to most efficiently navigate your team through the turmoil and on to superior productivity
  • Enhance the change leadership competencies for associates and leaders transitioning through change either now or in the future
  • Develop and deploy a consistent approach to leading through change and build a common language across teams, in order to manage through change while maintaining focus on key business strategies so teams will continue to deliver
Driving Innovation into Your Business

Participants learn how to:

  • Unlock your potential Innovation pre-meeting assignment
  • Get young: a millennial thought leader joins the group to ensure you have the perspective of these new IT savvy customers
  • Appreciate experience: a veteran business leader’s views ensure you are accounting for life experiences
  • Use the 2X2 Innovation Grid to understand not only your customer’s current & future needs, but their customer’s current & future needs as well
  • Understand that the strength of weak ties to drive to new key decision makers
  • Work with impact: deciding where to focus resources
Counterattack: Regaining the Initiative from Your Competition

Participants learn how to:

  • Understand that the problem isn’t dealing with reality; the problem is figuring out “What is reality?”
  • Use out of the box thinking to reinvigorate the organization
  • Facilitate the team to a consensus decision
  • Prioritize the deployment of resources
  • Communicate to gain key stakeholder buy-in
Strategic Thinking & Planning

Participants learn how to:

  • Think beyond the day-to-day, “responding to fire drills” mentality
  • Understand “Key Issues” that are barriers to success
  • Focus all time, effort, and resources in the form of Strategies to overcome the “Key Issues”
  • Build ambitious, but realistic and achievable strategies to meet established business objectives
  • Create and present an ROI-focused business case
  • Drive personal accountability into the business plan
  • Present their Executive Summary to a simulated senior management team, to practice concisely stating their value position and receive feedback

This customizable program is inspired by the Revolutionary War, several of the battles of which took place near The Brooks Group’s headquarters in West Chester, PA. New for this series, participants will visit the historic sites of the Brandywine Battlefield and Valley Forge National Historic Park for exclusive guided tours. Tour guides will explain how George Washington and the troops utilized communication, leadership and strategic thinking skills during the war efforts. The program also features dinner at the historic Blue Pear restaurant.

Agenda At-A-Glance

Day 1

  • Program begins at 9am
  • Afternoon guided tour at Brandywine Battlefield
  • Dinner at the historic Blue Pear Restaurant

Day 2

  • Program begins at 9am
  • Afternoon guided tour at Valley Forge National Historic Park

Day 3

  • Program ends at 3pm

*Lunch is provided each day, transportation is provided to and from all guided tours.

Continuing Professional Education Credit

Participants who require credit through NASBA or SHRM can expect 12 credits for completing this program. Please note that the number of credits is subject to change, please contact us to confirm the number of credit hours is current.

Executive Engagement

This course is designed to develop and enhance your business relationships with your key customers by developing innovative and differentiating account management skills. In today’s crowded pharmaceutical markets, the need for access and integration to key decision makers within your accounts is critical.

In the era of health care reform and the transition from pay for procedure to reimbursement for patient quality outcomes, the Account Manager’s (AM) ability to gain access to key customer decision makers, understand their critical business issues, and craft and position the resulting value proposition is more critical than ever. Given the tremendous consolidation in the healthcare industry, pharmaceutical decisions are being driven into the hands of fewer influencers who are having increasing clout. Thus managing the relationship between key accounts comes with an enormous amount of responsibility. You, the AM, must have the ability and confidence to engage key executives at all levels of the account.

The Executive Engagement program will prepare you to interact effectively with customers at a strategic, as well as, operational level based on your understanding of their business issues.

Outcomes

Upon completion of this portion of the program, you will be able to:

  • List the individuals within organized customer groups (Payors, IDNs, ACOs) who have a role in making decisions that impact pharmaceutical manufacturers.
  • Describe the job responsibilities of each individual.
  • Describe the individual needs of decision makers in your accounts.
  • Describe their perspectives regarding pharmaceutical manufacturers.
  • Describe the opportunities and potential barriers in working with key decision makers.
  • Profile key decision makers from one of your key accounts.
  • Describe the Gapping process and its role in conducting business conversations.
  • Implement an effective process for understanding your customers’ key issues that benefit your customers.
  • Develop Gapping questions that apply to the four quadrants of the Gapping diamond.
Continuing Professional Education Credit

Participants who require credit through NASBA or SHRM can expect 6 credits for completing this program. Please note that the number of credits is subject to change, please contact us to confirm the number of credit hours is current.

Have questions or want to learn more?
Request more information on the Executive Engagement program.

Accessing & Integrating at Strategic Levels

Gapping is a process for conducting business-based conversations with customer Key Decision Makers (KDMs). The Brooks Group defines Key Decision Makers as individuals that have P&L responsibility or set strategic objectives for their organizations.
The Gapping process is designed to enable Account Managers to explore with their customer KDMs:

  • The KDM’s business objectives
  • The gaps that confront the KDM in achieving their business objectives

The Gapping process can be visualized below:

Once we understand these gaps, or what keeps the KDM awake at night, then we may make a determination if we want to devote the time, effort, and energy to assist them in bridging the gap. Certainly if KDMs view that an Account Manager helps them meet their most pressing needs, then the AM comes to be viewed as a consultant that can help them overcome their business challenges, and very possibly someone that is critical to the company’s future success.

Upon completion of this course, participants will be able to:

  1. Develop the skills necessary to integrate strategically with key decision makers, understand their business issues, and provide solutions that benefit both your customers and your organization
  2. Understand how communication networks and organizational structures influence customer decision making
  3. Implement an effective process for proposing solutions to customers’ critical business issues
  4. Leverage cross-functional relationships and skill expertise with your customer
Continuing Professional Education Credit

Participants who require credit through NASBA or SHRM can expect 6 credits for completing this program. Please note that the number of credits is subject to change, please contact us to confirm the number of credit hours is current.

Developing a Value Proposition

Building the Value Proposition is a two day, customized skill enhancement program that lays down the essentials for building and articulating your companies benefits – the vision and value proposition – to key customers, specifically, to multiple departments and levels within customer organizations. After reviewing the theory and concepts behind value propositions, the participating Account Executives will work as teams to build one for themselves, the products, and the company. Each step along this path will have significant discussion and practice elements.

KEY ELEMENTS COVERED IN THE PROGRAM INCLUDE:
  • Creating the Value Proposition
  • Positioning the Value Proposition by Leading Strategically
  • Integrating the Value Proposition into the Customer’s Organization
  • Your Personal Value Proposition
AT THE END OF THIS PROGRAM PARTICIPANTS WILL HAVE:
  1. Clear understanding of their Value Pyramid which emphasizes that the single largest component of it is the individual themselves; their professional expertise, life experiences & network (most individuals vastly understate this component).
  2. Consciously examined all aspects that their Company can add to their Value Proposition
    • Product or service & the customer outcome
    • Supporting programs or services
    • Additional Company resources or partnership
    • Charitable support
  3. Be able to concisely convey their Value Proposition to any key stakeholder whether in a business or casual encounter
  4. Utilize their ability to convey their Value Proposition to gain additional access to the person they are communicating with, in other words, secure a follow on meeting.
  5. Differentiate themselves (which is who people decide to do business with) & their Company in terms that are meaningful to their audience
Continuing Professional Education Credit

Participants who require credit through NASBA or SHRM can expect 6 credits for completing this program. Please note that the number of credits is subject to change, please contact us to confirm the number of credit hours is current.

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