Corporate Needs Analyst & Effective Communication

Setelah mengikuti training ini, peserta diharapkan mampu:
* Mengidentifikasi kebutuhan corporate customer secara mendalam termasuk rencana kebutuhan produk Epson jangka pendek dan menengah
* Membuka pembicaraan efektif dengan corporate customer agar mereka terbuka membahas kebutuhan strategis mereka
* Mengidentifikasi masalah dan peluang bisnis melampaui data mentah untuk menemukan tren, risiko, dan inefisiensi operasional
* Menerapkan strategic thinking dalam menyelaraskan analisis dengan visi dan misi jangka panjang perusahaan
* Melakukan data-driven decision making dengan metodologi yang tepat (SWOT, PESTEL, financial modeling)
* Menyederhanakan informasi kompleks menjadi narasi dan visualisasi yang mudah dipahami C-level management
* Mengkomunikasikan hasil analisis dengan persuasif dan melakukan negosiasi untuk mendapatkan buy-in stakeholders

Certificate (by PasarTrainer)

Training material

* Perkenalan peserta dan trainer - sharing experiences dalam menghadapi corporate customers 
* Overview program training 2 hari 
* Ekspektasi dan learning objectives 
* Ice breaker: "Biggest challenge dalam memahami kebutuhan corporate customer

Ice Breaking

* Energizer morning activity
* Quick recap hari 1: Key takeaways
* Overview agenda hari 2

Enegizer

* Perbedaan fundamental: Corporate vs Regular B2B customer 
* Corporate purchasing psychology: Multi-stakeholder decision making 
* Budget cycle dan planning horizon dalam corporate environment 
* Epson product portfolio untuk corporate needs: Printer, scanner, projector, solutions 
* Key decision makers dalam corporate: Procurement, IT, Operations, Finance

Pada modul ini, partisipan akan mempelajari:

1. Understanding Corporate Customer Behavior

* Fundamental data-driven decision making
* SWOT Analysis: Strengths, Weaknesses, Opportunities, Threats
* PESTEL Analysis: Political, Economic, Social, Technological, Environmental, Legal factors
* Financial modeling basics: ROI, TCO (Total Cost of Ownership), Payback period
* From analysis to actionable recommendations

Pada modul ini, peserta akan mempelajari:

5. Data-Driven Decision Making

* Case Study Analysis: Profil corporate customer dan struktur organisasinya
* Exercise: Mapping stakeholder influence dalam keputusan pembelian
* Group Discussion: "Mengapa corporate customer membeli: Cost saving, efficiency, atau strategic advantage?"
* Role identification: Siapa user, influencer, decision maker, dan budget holder?

Case Study

1. Workshop 1: SWOT Analysis exercise
	•	Analyze corporate customer situation
	•	Internal factors: Strengths & weaknesses dalam current setup
	•	External factors: Opportunities & threats dalam market mereka
	•	Develop strategies: SO, WO, ST, WT strategies
	•	Workshop 2: PESTEL Analysis for corporate customer
	•	Macro-environmental factors yang mempengaruhi customer
	•	Impact assessment: High, medium, low
	•	Implications untuk Epson solution offerings
	•	Exercise: Financial modeling
	•	Calculate ROI dari Epson solution implementation
	•	Compare TCO: Current setup vs proposed solution
	•	Build compelling financial case
Output: Comprehensive analysis report (SWOT + PESTEL + Financial model) dengan clear recommendations

Workshop: SWOT Analysis

* The pyramid principle: Start dengan conclusion
* Simplification techniques: Chunking, analogies, frameworks
* Visual communication: Choosing right charts untuk different data types
* Executive summary writing: 1-page impact
* Dashboard design untuk C-level audience

6. Simplifying Complex Information

* The art of consultative selling approach
* Building rapport dan trust dengan corporate decision makers
* Question framework: Open-ended, probing, dan strategic questions
* SPIN Selling technique: Situation, Problem, Implication, Need-payoff
* Active listening skills: Mendengar beyond the words

2. Opening Conversation & Needs Discovery

* Workshop 1: Crafting powerful opening questions
* Bagaimana membuka pembicaraan tentang perencanaan jangka pendek (3-6 bulan)
* Bagaimana menggali rencana jangka menengah (6-18 bulan)
* Questions yang membuat customer terbuka tentang challenges mereka
* Role Play 1: First meeting dengan corporate customer (15 menit)
1. Practice pembukaan conversation
2. Membangun rapport dan trust
3. Peer feedback session
4. Exercise: Create your conversation roadmap
5. Prepare 20 strategic questions untuk different scenarios
6. Opening questions, discovery questions, need-confirmation questions


Role Play

1. Exercise 1: Transform complex data into simple narrative
	•	Given: 50-page detailed analysis report
	•	Task: Create 1-page executive summary
	•	Focus: Key insights, implications, recommendations


2. Exercise 2: Visualization workshop
	•	Redesign bad charts menjadi executive-friendly visuals
	•	Create dashboard mockup untuk C-level presentation
	•	Best practices: Color, layout, emphasis
	•	Workshop: Build executive presentation deck
	•	Take full analysis dari Day 1 & Session 5
	•	Create 10-12 slide presentation untuk C-level
	•	Structure: Situation → Analysis → Insights → Recommendations → Next Steps
	•	Emphasis pada clarity dan impact, bukan detail
Output: Executive presentation deck dengan simplified yet powerful messaging


Exercise

* Psychology of persuasion: Cialdini's 6 principles
* Stakeholder management: Identifying interests, concerns, dan motivations
* Building compelling business case: Logic + emotion
* Handling objections: Acknowledge, address, advance
* Negosiasi basics: Win-win approach, BATNA, anchoring

7. Persuasion & Stakeholder Management

* Beyond surface-level analysis: Melihat melampaui data mentah
* Pattern recognition: Trend analysis, anomaly detection, correlation discovery
* Root cause analysis: 5 Whys, Fishbone diagram
* Opportunity identification framework: Market gaps, operational inefficiencies, emerging needs
* Risk assessment: Mengenali red flags dalam corporate customer behavior

3. Identifying Problems & Opportunities

* Case Study 1: Analyzing corporate customer data
1. Sales pattern analysis: Declining, stable, atau growing?
2. Product mix analysis: Apa yang mereka beli dan tidak beli?
3. Frequency dan timing patterns: Regular atau ad-hoc?

	
* Exercise 1: Trend identification workshop
1. Identify positive trends (growth opportunities)
2. Identify negative trends (risks atau dissatisfaction)
3. Identify anomalies (unusual patterns yang perlu investigation)
4. Group Activity: Root cause analysis exercise
5. Given: Corporate customer dengan declining purchase
6. Task: Uncover the real reasons menggunakan 5 Whys dan data analysis
7. Present findings dan recommended actions

Output: Problems & opportunities identification report dengan prioritization matrix

1. Workshop 1: Stakeholder analysis
	•	Map stakeholders by influence dan interest
	•	Identify specific concerns untuk each stakeholder group
	•	Develop tailored messaging strategy per stakeholder

2. Exercise 1: Objection handling practice
	•	Common objections: "Too expensive", "Not urgent", "Current solution works fine", "Need more time"
	•	Practice framework: Feel-Felt-Found technique
	•	Role play: Handling difficult objections

3. Exercise 2: Building compelling business case
	•	Logic track: Data, facts, analysis, ROI
	•	Emotion track: Vision, impact, success stories
	•	Combine both dalam persuasive narrative
	•	Group Activity: Negotiation simulation
	•	Scenario: Budget constraint, competing priorities
	•	Practice negotiation techniques
	•	Find win-win solutions
Output: Persuasion playbook dengan objection handling scripts dan negotiation strategies

Pada bagian ini, peserta akan mempelajari:

Workshop

* Presentation delivery best practices
* Reading the room: Body language dan engagement cues
* Managing Q&A sessions effectively
* Do's and Don'ts dalam executive presentations

8. Final Presentation & Communication Mastery

* Strategic thinking framework: Vision, mission, dan strategic objectives
* Aligning customer needs dengan corporate strategy
* Long-term value creation vs short-term gains
* Portfolio strategy untuk corporate customers: Grow, maintain, harvest
* Strategic account planning essentials

4. Strategic Thinking & Alignment

Final Presentations: Each group presents (12-15 menit per group)
	•	Present comprehensive corporate needs analysis
	•	Demonstrate: Needs discovery insights, strategic alignment, SWOT/PESTEL analysis, financial model, recommendations
	•	Deliver dengan executive presence dan clarity
	•	Challenging Q&A Session:
	•	Trainer acts as demanding C-level executive
	•	Practice handling: Skeptical questions, budget challenges, priority concerns, competitive alternatives
	•	Demonstrate persuasion dan negotiation skills
	•	Peer Feedback & Coaching:
	•	Constructive feedback pada content dan delivery
	•	What landed well? What needs improvement?
	•	Tips untuk each presenter
Output: Polished presentation skills dengan proven ability to persuade executives


Final Presentation

* Workshop 1: Strategic analysis framework
1. Understand company's vision dan mission
2. Identify strategic priorities: Market expansion, cost optimization, digital transformation, sustainability
3. Map Epson solutions ke strategic priorities

	
* Exercise 1: Strategic alignment mapping
1. Given: Corporate customer strategic objectives
2. Task: Match Epson product portfolio dengan customer's strategic needs
3. Create value proposition yang aligned dengan long-term goals
4. Group Project: Develop strategic account plan
5. Select satu corporate customer profile
6. Create 18-month strategic roadmap
7. Identify quarterly milestones dan success metrics
8. Present strategic recommendations

Output: Strategic account plan dengan aligned value propositions
