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JMReid Group
Fresh Solutions for a Changing World
2332 Simpson Avenue, Ocean City, NJ 08226
Phone: (856) 397-6157 • Email: john@jmreidgroup.com • Web: jmreidgroup.com
TARGETED SOLUTIONS FOR PERFOMANCE IMPROVEMENT
FRESH SOLUTIONS FOR A CHANGING WORLD
For more than five years, JMReid Group has been helping companies improve through targeted and customized
programs and solutions that engage participants and equip them to do their best work.
In these professional workshops, we draw the best and brightest facilitators from around the world, experts who are
equipped with the latest strategies and techniques to create solutions that make measurable differences.
• SALES
• LEADERSHIP
• SKILLS
• CONTRACT FACILITATION
• CUSTOM SOLUTIONS
• EXECUTIVE COACHING
CONTENTS
JMReid Group Approach . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
1
What We Do . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
2
How We Do It . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
3
Experiential Learning Design . . . . . . . . . . . . . . . . . . . . . . . . . .
4
Workshops­—Selling Skills . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
5
Workshops—Strategic Selling . . . . . . . . . . . . . . . . . . . . . . . . . . . .
6
Workshops—Sales Leadership Skills . . . . . . . . . . . . . . . . . . . . . . .
7
Workshops—Leadership Development . . . . . . . . . . . . . . . . . . . . .
8
Workshops—Skill Development . . . . . . . . . . . . . . . . . . . . . . . . . . .
9
Contract Facilitation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
10
Additional Featured Workshops . . . . . . . . . . . . . . . . . . . . . . . . . .
11
Custom Programs . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
12
Global Resources . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
13-14
Who We Are . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
15-23
What Our Clients Say . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
24
JMREID GROUP APPROACH—A True Partnership
JMReid Group partners with our clients to assess, develop and deliver targeted solutions that drive measurable
improvement in performance. Our approach is guided by three principles that are critical to professional development.
1
CONTEXT IS KING
In training, relevance makes the difference. While content and design methodology are critical,
they cannot compensate for failure to connect with the participant’s real world. Understanding
your business, understanding your strategic objectives, understanding the participant’s real world.
Understanding trumps everything. While some other companies focus solely on a particular model
or methodology, we invest our time and talent in understanding your issues. We operate with the
knowledge that if we demonstrate a deep understanding of your problems and challenges, you and
your participants will have reason to trust our solutions.
2
ENGAGEMENT IS THE WORD
Traditional training assumes that people are aware of their performance improvement needs and
require only new knowledge and skills to improve. Coincidentally, this is the easiest type of training
to design. We believe that unless you engage the heart, the passion to improve, nothing else matters.
We leverage self-discovery activities in all of our program designs to build the conviction necessary
to embrace the new knowledge and skills. We target heads, hands and also hearts with our solutions.
Training that fails to inspire, fails.
“Behavior change most frequently takes place through a much more emotionaldriven process…It’s the emotional impact that in turn changes their behavior.”
—John Kotter, The Heart of Change
3
THERE IS WISDOM IN AND OUT OF THE ROOM
Traditional training appears to assume that participants are empty vessels. If this were the case,
we would have participants open up their heads so we could dump in content—the more content the
better. But it is not the case.
We believe that there is “wisdom in and out of the room.” Our role is not just to share ideas but to
elicit them from the participants. Also, unlike many of our competitors, we are not limited to a single
thought leader. We believe in true thought leadership, and we demonstrate this by bringing to our
clients the latest thinking across the discipline we are targeting.
1
WHAT WE DO—Starting from Your Objectives
We create professional development workshops to help your employees thrive and succeed. Drawing on our expertise in
multiple disciplines, we build relevant solutions that grow from your business objectives. We evaluate and incorporate
the latest thinking on sales, leadership, relationship skills and contract facilitation. We build custom solutions and
provide highly skilled facilitators to support your large-scale performance improvement implementations.
CONTENT SOLUTIONS
We have proven training solutions that engage the
head, heart and hands. Our programs address the
following capability areas:
CONTRACT FACILITATION AND
ONE-ON-ONE COACHING
With over 30 global facilitators and consultants
we provide:
• Sales and Sales Management
• Executive Coaching
• Leadership
• Sales Coaching
• Skill Building
• Program Facilitation (of our client’s or
a third party’s content)
CUSTOM SOLUTIONS
With our network of world-class partners, we
build custom solutions to meet your specific
needs. Examples of custom work include:
Custom
Solutions
Relevance
• The Edge; The Art and Science of
Relationship Building
• Sale Process Consulting and
Value Creation Workshop
• Social Science and Neuroscience
in Relationship Building
Contract
Facilitation
Content
Solutions
• Post-Merger and Integration
(for a global life science firm)
• Mentoring Pairing and Program
• On-Boarding
2
HOW WE DO IT—Establishing New Behaviors
Whether it’s people skills or technical skills—the ultimate goal is to improve performance and continue to build upon
those improvements. We must embrace new strategies that remove old, unproductive behaviors and, in their place,
entrench new, productive behaviors. Additionally, we must retain these new behaviors.
The following process ensures that we target the right content, gain insight into the context and garner the appropriate
management support. Additional details on each of these phases of work, the activities and deliverables are available
upon request.
Set the target
DISCOVERY
Select the arrow
SOLUTION CREATION
Pull the bowstring
EXECUTIVE ALIGNMENT
AND TEAM FACILITATION
The arrow in flight
PROGRAM DELIVERY
Loose more arrows
SUSTAINMENT
Take score
MEASUREMENT
Since nothing is fully learned
until it is fully applied, all of our
solutions include a variety of
content retention and application
strategies. Tools include email
reinforcement, retention cards,
job aids, application strategies
and follow-through guides.
3
EXPERIENTIAL LEARNING DESIGN—Tangible, Lasting Impact
Our sales, leadership and skill workshops are not the standard lecture, discussion and occasional activity. We strive
to engage each participant in a way that makes the experience unique and something they can relate to on an
everyday basis and, most importantly, in a human way. Not only is this an effective method for immediate learning
and improvement, but it also helps participants retain their knowledge of these new strategies and techniques for the
long term.
Rather than reading through a list of guidelines on how to be a good sales person or a great leader, we provide
real world examples that directly relate and can be applied to everyday experiences in the business world—both the
expected and the unexpected.
By definition, a “participant” should participate, not only in our workshops but, more importantly, when they go back
to work. Our programs are uniquely designed to involve all participants in a way that helps them realize how they
can excel in their daily work performance, improve their professional relationships and provide support to the people
around them.
EXAMPLES AND AREAS INCLUDE:
• Real Play versus Role Play
• Self-Discovery Activities
• Team and Group Activities
• Series of Actions and Reflections
• Teach-Backs of Key Concepts
• Bring and Brag See and Steal
• Open Space Facilitation
• And more...
4
SELLING SKILLS—The Art and Science
These selling skills workshops are designed to provide participants with the conviction, mindset, skills and tools they
need to increase their success in winning business.
KEY CONTENT AREAS
CUSTOMER FOCUSED SELLING
NEGOTIATION SKILLS
• Principles
• Negotiation Continuum
• Sales Types
• Negotiation Planner
• Buyer and Seller Cycle
• Building Power
• Core Skills
• Sources of Value
• Buying Types (Functional, Technical,
Financial, Coach and Latecomers)
• Demands versus Needs
• Call Preparation
• Competitive Tactics and Counter Tactics
• Give to Get
• Opening a Call
• Prospecting
• Handling Objections
• Questioning
• Listening
• Summarizing
• Positioning
• Closing
ENGAGING PRESENTATIONS
• Audience DNA (Demographic,
Needs, Attitudes)
ADVANCED SELLING SKILLS
• Orchestrating Internal Resources
• Buyer’s Motivational Style
• Qualifying an Opportunity (Real, Win, Worth It)
• Gaining Referrals
• Networking and Accessing Decision Makers
• The Product Trap
SELLING TO SENIOR DECISION MAKERS
• Gaining Access
• Visual, Verbal, Vocal
• Strategic Drivers and Priorities
• Speaking in Three’s
• Executive Mindset
• Using Constructs
• Conversation Skills
• Preparation
• Dealing with Ambiguity
• Presentation Structure
5
STRATEGIC SELLING—Strategy for Action’s Sake
Our Strategic Selling workshops provide a clear plan of action to close more deals with smarter and more efficient
uses of time and resources.
KEY CONTENT AREAS
TIME AND TERRITORY PLANNING
WINNING PURSUITS
• Time Management Assessment
• Sales Opportunities
• Prioritization Filters
• Questions
• Five Windows (Customer, Prospect,
Market, Competition and Offering)
• Key Players Tool
• Strategic Thinking and Planning Defined
• Frontal and Flanking Strategies
• Leveraging Strengths
• Customer Segmentation
• Relationship Matrix
• Competitive Position
• Market Dynamics
• Account Development Strategies
• Territory Planning Tool
ACCOUNT PLANNING
• Revenue History and What’s Possible
• Assess Current State
• Who’s Who
• Competition
• Strategic Possibilities
• 90-Day Tactical Plan
6
SALES LEADERSHIP SKILLS—Leading by Engaging
In these workshops for sales team leaders, our top-down approach provides effective management techniques they
can employ to make their teams most productive.
KEY CONTENT AREAS
HIGH PERFORMANCE SALES
MANAGEMENT
BUILDING WINNING SALES TEAMS
• Modeling Selling Skills
• Communicating Expectations
• Coaching for Performance
• Leveraging Best Practices
• Driving Strategy
• Pipeline Management
• Leading Meetings
• Competitive or Collaborative
CREATING ACCOUNTABILITY
AND ENGAGEMENT
• Leveraging Strengths
• Defining Accountability
• Decision Making
• Esteeming and Valuing Others
• Difficult Conversations
• Recognition
LEADING CHANGE
• Five Key Levers
• Power of Vision
• Communicate Clearly
• Engage and Involve
• Optimize the Impact
• Sustain Momentum
7
LEADERSHIP DEVELOPMENT—Building Leadership Capability
Designed for leaders across your organization, our Leadership Development programs provide the fundamentals every
leader needs to motivate others, improve teamwork and increase productivity.
KEY CONTENT AREAS
ONE-DAY PROGRAMS—FUNDAMENTALS
• Being a Leader
• Coaching and Developing People
• Driving Outcomes
• Formal Performance and Development
• Leadership Presence
• Maximizing Team Productivity
• Managing Self and Up
• Performance Conversations
• Personal Accountability
• Providing Direction
• Working with Your Peers
ONE-DAY PROGRAMS—ADVANCED
• Teams at the Top
• Driving Strategy
• Creating a Culture of Accountability
• Leadership Presence
• Leading Change
• Strategic Thinking
8
SKILL DEVELOPMENT—Knowledge, Skills and Conviction
Core skills are the building block for success and growth. Our Skill Development programs cover some of the most
common areas where improvement can have an exponential affect on business outcomes.
KEY CONTENT AREAS
ONE-DAY PROGRAMS
• Strategic Teaming
• Better Business Writing
• Consulting Skills
• Difficult Conversations
• Effective Decision Making
• Emotional Intelligence
• Innovation and Creativity
• Myers-Briggs Type Indicator (MBTI)
• Performance and Development Conversations
• Project Management
• Responding to Change
• Resolving Conflict
• Time Management
• Working with Your Peers
• Making Meetings Work
TWO-DAY PROGRAMS
• Facilitation Skills
• Presentation Skills
9
CONTRACT FACILITATION—Flexible Capable Resources
Whether it is to supplement your own pool of in-house facilitators or to draw upon the best-in-class experience from
an outside perspective, look to JMReid Group to deliver your next training initiative.
Our specialized network of over 30 contract facilitators can provide credible and effective facilitation across a variety
of content. We’ve delivered everything from single-event team building sessions to multi-location program rollouts.
We believe that relevant content is king. So, we work hard to understand the participants’ unique challenges and
desired behavior changes. We are able to translate for participants the behaviors and skills needed in their world.
We challenge our facilitators to stay current on the latest thinking about leadership, decision making, handling difficult
conversations, strategic thinking and building effective client relationships.
OUR PROCESS:
1
2
3
Determine your
training budget.
You choose a program
that fits your budget and
training objectives.
Our best-in-class training
facilitator delivers a relevant,
engaging and impactful
training session.
Half-day. Full-day. Multi-day. We provide the facilitation services to deliver your in-house content. We adjust to your
needs and your budget.
OUR FACILITATORS ARE EXPERTS IN THESE MARKET SEGMENTS
• Professional Services
• Financial Services
• Technology
• Consumer Products
• Government
• Industrial Distribution
• Manufacturing
• Non-Profits
• Insurance
• Material and Life Science
• HealthCare
10
FEATURED ADDITIONAL WORKSHOPS
JMReid Group has customizable workshops across a variety of business categories. Building on our sales capability,
here are additional offerings clients are requesting.
VALUE CREATION WORKSHOP:
Clients demand more from relationships. Anyone still standing in your space already has product—what
they need are insights. This workshop will help your people trade on their business acumen to become
great thinking partners with clients—thereby leading to greater revenue.
VALUE PROPOSITION WORKSHOP:
The best prospecting starts with a great message. Equip your people and their referral sources with a
story they’re going to look forward to telling.
SALES PROCESS VALIDATION SESSION:
Research shows that by articulating a buyer-based sales process, you can boost revenues by 10 to 15%.
That’s easy money. We blend the input of your influential stakeholders with customer feedback and come
up with a process of what to do and when—all in alignment with how your buyers buy.
KDM INTELLIGENCE KIT:
Learn the privileged insights of the key executive stakeholders in your top accounts. This kit will help
your people know what to say and when and to whom, and how to sound credible while they’re saying it.
D-SUITE SELLING™:
Getting to the C-suite has lost its effectiveness for many sales organizations. The best business is coming
from the entrepreneurs in companies, the D or Director Suite. We’ll help you find the right executive with
a high achievement motor—execs that will reward you for removing the pebble in their shoe.
LEAD GENERATION: THE 90-DAY DASH™
In business, anyone who is someone is not easy to reach. On average it takes six to seven touches to
reach a key prospect—most salespeople stop at three. The 90-Day Dash™ is a 12-week client acquisition
program guaranteed to generate a 20% increase in qualified new relationships. Great for those who have
little time for prospecting.
11
CUSTOM SOLUTIONS—Unique and Cutting Edge
Clients looking for unique development experiences come to JMReid Group.
Here’s a recent example.
PRESENTING NEED:
KEY MODEL:
A professional services firm wants to differentiate
and gain competitive advantage by being more
than a provider of expert advice. Forging and
deepening trusting relationships is identified as
THE way to stand apart.
Time Together/Time Apart
DEFINING THE APPROACH:
Create a cutting-edge program for high
potential partners on building more meaningful
relationships. This audience receives a lot of
development; this needs to create a ‘wow.’
DETAILS:
A two-day highly
experiential program. On day
one, participants choose which discovery
learning stations to spend time at:
• Being fully present: mindfulness
• Right focus on feelings: the problem with too little or too
much focus
• Being credible by being vulnerable
THE SOLUTION:
• Managing the risks of thinking fast: when to question
self-confidence
The Edge–A truly edgy two-day program to
tap the essence of current relationship theory
from both neuroscience and the social sciences.
Participants learn via innovative discovery, visual
and social learning.
• Managing self-defeating thoughts: self-directed
neuroplasticity
On day two, participants apply what they learned in edgeof-your-seat improv scenarios. They practice high-stakes
C-Suite meetings with real-life twists and turns.
12
GLOBAL RESOURCES
JMReid Group continues to grow providing performance improvement workshops and facilitation around the globe.
We can bring any of our facilitators to the location of your choosing.
Oliver Dawson | Toronto Canada
Neil LaChappelle | Toronto Canada
Paul Martin | Calgary Canada
Sue Krautkramer | Minneapolis MN
Cassie Schindler | San Francisco CA
Christy Pettit | Toronto Canada
Mike Scott | Nova Scotia Canada
Olivia Porter | Chicago IL
Matt Woolsey | Lincoln, NE
John Reid | Philadelphia PA
Steve Sheeren | Los Angeles CA
Sharie Green | Los Angeles CA
Lynae Steinhagen | Palm Springs CA
Marilynn Draxl | Columbia MD
Michael Donat | Washington DC
Nancy Brodsky | Boston MA
Chris Olex | Boston MA
Leo Flanagan | Stamford CT
William Spencer | Rye NY
Whit Raymond | Princeton NJ
William Walton | Princeton NJ
Steven Hart | New York NY
Ana Edna Ortiz | Mexico
Jorge Gibbons | Argentina
13
GLOBAL RESOURCES
NOTE: We also have trained facilitators in Eastern Europe who speak Polish, Czech, Slovak, Russian and Hungarian
and facilitators in Western Europe who speak French and Italian.
Melanie Sheridan | Ireland
Michaela Mueller | UK
Bernard Candel | Netherlands
Pawel Chabros | Poland
Jarek Chabros | Poland
Walter Machold | Germany
Nadine de Zoeten | Germany
Barbara Rock | France
Frank Halloran | Italy
Pilar Lacasa | Spain
PC Long | Singapore
14
WHO WE ARE—Some of Our More Than 30 Expert Facilitators
JOHN REID
President, JMReid Group
John Reid is President of JMReid Group, a leading performance improvement
and development organization.
SPECIALTIES:
Leadership, Process Improvement and Sales Effectiveness
John leverages a broad network of content experts in order to bring his clients
the current thinking across a variety of development issues. The solutions
he provides are customized to the clients’ unique business challenges and
participants’ needs.
John is unique in the professional development space, having spent the
majority of his career within industry: he worked for both global (Dow Chemical,
Elf Atochem) and smaller (LCP Chemicals) firms. John’s experience within
the industry includes:
• Profit and loss accountability
• Product rationalization and customer segmentation
• Supply chain management
• Negotiation of key power contracts
• Creation of business strategy
• Large account management
• Strategy creation and implementation
Within the performance improvement and development industry, he has built a
reputation for providing client-focused solutions and for achieving recognition
and awards for his own sales performance. He has provided an outsource
solution for an existing training department, created and implemented a
learning strategy for a major pharmaceutical company, as well as designed and
delivered a value selling program for a global industrial sales organization.
John was most recently the Vice President of Sales of a global training and
development organization. He has effectively worked across industries.
Key client engagements that John has led include EY, DSM, SCA North America,
Ryerson and HealthStream.
15
WHO WE ARE—Some of Our More Than 30 Expert Facilitators
WILLIAM SPENCER
Senior Consultant
CHRISTY PETTIT
Senior Consultant
SPECIALTIES:
Engagement, Adult Learning, Cognitive Neuroscience
SPECIALTIES:
Organizational Development, Assessments
William J. Spencer is the creator of Whole-System
Learning (WSL). WSL breathes life into learning by
engaging the learner’s head, heart and hands. WSL
marries the art of whole-system methods with the
science of rigorous instructional design.
For 20 years, Christy Pettit has provided innovative
leadership, expert advice and successful implementation
of organizational development in companies worldwide.
She consistently creates strategies that make a lasting
difference within businesses, often doubling the
value of their internal resources. An original thinker,
Christy’s career includes impressive deliverables
such as authoring and supporting the implementation
of custom assessment systems, supporting billion
dollar clients through transformation and increasing
employee engagement while decreasing overall cost.
This approach to learning incorporates the latest
research from cognitive neuroscience about the
physio-biological basis of perception, motivation,
memory and learning. The system stands on the
shoulders of Accelerated Learning, and incorporates
experiential learning, as well as movement in learning;
it is applied both to the design and to the facilitation
of learning. The learning extends over time—and may
include interactive group sessions, on-the-job learning
tasks, action learning projects, self-directed learning,
managerial support and periodic reinforcement.
William partners with JMReid Group to provide cuttingedge learning solutions, typically for a strategic
audience. WSL has worked with many Fortune 1000
companies in the financial, retail, professional services,
pharmaceuticals, manufacturing, travel, and hospitality
sectors, as well as government.
Christy started her career as an organizational
development consultant at a large hospital group
in 1994, and before co-founding ODScore®, was an
EVP responsible for the consulting and measurement
division of a global training and development institute.
Christy’s education includes a Bachelor of Arts in
English and History from the University of Toronto,
including an accredited year of study at the University
of Sydney, Australia. Christy has also earned both
a Graduate Diploma in Management and a Masters
in Business Administration, both from Athabasca
University’s Centre for Innovative Management.
Originally from the United Kingdom, William holds a
Business Studies Diploma. In 2012, The Wall Street
Journal recognized William for pro-bono services and
financial support to New Jersey children in the foster
care system.
16
WHO WE ARE—Some of Our More Than 30 Expert Facilitators
LYNAE STEINHAGEN
Senior Consultant
SPECIALTIES:
Leadership, Strategic Human Resource Management,
Engagement
Clients call Lynae Steinhagen when they need ideas
for implementing a strategic initiative or solving an
organizational challenge. She excels at engaging
participants to take ownership of their learning.
Her work with clients has enabled them to
• Build engaging cultures that inspire shared meaning
and reinforce values
• Develop and expand individual, team and leadership
capabilities
• Facilitate the management of change
• Improve operational efficiency and effectiveness
Lynae’s corporate and consulting experience spans
a variety of disciplines including strategic human
resource management, training and development, sales
management, and project management.
Lynae’s is able to create an environment where teams
and individuals engage, brainstorm, and discover
practical solutions in creative ways—while having fun in
the process. Her areas of expertise and passion include
building culture, leadership development, team building,
and employee engagement. Current and past clients
include: Cargill, Wells Fargo Home Mortgage, Fannie
Mae, Ameriprise Financial, Peace Coffee, City of Eden
Prairie, American Society of Women Accountants,
Korn/Ferry International, and Ameriquest Mortgage
Company.
JORGE GIBBONS
Senior Consultant
SPECIALTIES:
Team Building and Communication, Negotiation
Jorge Gibbons has been providing consulting and
educational services internationally to a wide variety
of individuals, businesses, and associations since 1997.
His recent clients include Carlson Wagonlit, ExxonMobil,
Hewlett Packard, Covidien, DHL, Geodis Wilson,
Brazilian Development Bank (BNDES), Interamerican
Development Bank (IDB), Iusacell, Elektra, Covidien,
and Comscore.
Jorge has designed and delivered numerous executive
and management coaching projects involving
participants at all levels. As a practitioner of experiential
education, his philosophy is that “one cannot think
their way into changed behavior,” but rather one has to
“act their way into changed behavior.”
Jorge’s coaching skills are very diverse including:
identifying team core challenges; implementing
constructive feedback models; taking a systemic approach 
to understanding and bridging communication-style
differences; building consensus by facilitating interestbased negotiation; and aligning organizational efforts
to achieve goals by leveraging tactics that maximize
cohesion, satisfaction, and revenue generation.
An added illustration of his diverse background, with
a Master’s degree in Biology from the University
of Buenos Aires, Jorge is a co-founder of the Elpis
Foundation, a group of professionals focused on
educational transformation and social and ecological
projects in Argentina.
Lynae is a graduate of the Leadership Institute of St.
Catherine University and has studied Human Resource
Management at St. Mary’s University.
17
WHO WE ARE—Some of Our More Than 30 Expert Facilitators
CORENA CHASE
Senior Consultant
STEVE SHEEREN
Senior Consultant
SPECIALTIES:
Human Resources Management, Team Building
SPECIALTIES:
Sales Performance, Customer Service Development
Corena works with clients to effectively navigate their
work environments and create productive cultures
that engage and motivate those they manage. Her
clients work at senior levels in a range of fields
including financial services, media and entertainment,
communications, management consulting and product
development. Through customized facilitation and
coaching methods suited to each client’s personality
and goals she works with them on:
• Executive presence
• The behavioral skills and/or changes critical to
successful leadership
• Time and energy management
• Alignment with their company culture and managing
their brand
Steve Sheeren works with clients to enable and inspire
their sales organization, expand their market presence
and enhance customer satisfaction. Leveraging
more than 15 years of sales and customer service
development experience, Steve provides an engaging
and relevant learning solution for clients through his
unique blend of energy, insight and conviction.
In her previous career as an actor, Corena worked in the
arena of human behavior, emotional intelligence and
communication. She views her MFA as a communications
degree with a specialty in empathy. Her job was to walk
in other people’s shoes and make sure their views were
convincingly conveyed to audiences every day. As an
executive coach and facilitator, Corena believes it is
her job to help make sure your views are convincingly
conveyed to audiences every day, whether that
audience is one or one hundred people. This work can
include:
• Public speaking skills
• Managing difficult conversations
• Developing effective ways to deliver feedback
• Influencing others
Customer Service
Clients include: Union Pacific Railroad, Levi Strauss,
Emerson, Rogers Wireless, Texas Instruments. At
Texas Instruments Steve conducted sessions fostering
the skill growth necessary to manage cross-cultural
communication resulting in a a double-digit increase in
Customer Satisfaction over prior year’s results.
She has an MFA from Yale University, a BA from
Connecticut College and has done extensive coursework
in psychology. In addition to her executive coaching,
Corena works with a variety of companies that cater to
developing leaders in Fortune 500 companies.
Sales Performance and Coaching
Clients include: Halliburton, Time Warner Cable, Gates
Corporation, IBM, Cisco Systems, Apple. At Apple Retail
Stores, Steve facilitated sessions across the country,
working with store management and staff to reach
record-setting revenue and profitability numbers.
Steve holds a Bachelor of Science degree in marketing
from the University of Nebraska-Lincoln. As a National
Account Manager with Union Pacific Railroad, he had
direct sales management and growth responsibility for
an account that exceeded $100 million dollars in annual
revenue. Certifications include Acclivus R3 Sales,
Huthwaite—SPIN Selling, Achieve Global—Professional
Selling Skills.
18
WHO WE ARE—Some of Our More Than 30 Expert Facilitators
OLIVIA PORTER
Senior Consultant
MIKE SCOTT
Senior Consultant
SPECIALTIES:
Human Resources Management, Team Building
SPECIALTIES:
Sales, Leadership, Strategic Teaming
Olivia Porter is a dynamic trainer, vocal coach and
public speaker with 17 years experience in creating
and delivering presentations to students, clients and
employees in corporate and educational environments.
Her unique background in human resources
management, communications and acting give
her the expertise needed to design high energy,
interactive workshops on such topics as Coaching and
Team Building, Communicating with Confidence
and Conflict Resolution.
Mike Scott is an executive facilitator who has worked
across various industries and clients in North America
and Europe.
Olivia has helped clients navigate career bumps and
experience turnaround moments at work. She has a
huge heart, a winning smile and an enormous desire to
help each person reach their potential.
Her schooling, which continues, includes:
• BA, Saint Mary’s College
• British American Drama Academy at Oxford
University—Summer Fellowship
• BA, Governors State University
• MHS, Governors State University— expected
graduation date, 2016
Mike has 25 years direct business experience in the
retail and consumer packaged goods industries. He
served as President, Operations for Sobeys Inc. in
Atlantic, Canada, in the turnaround of a $2.6 billion
retail and wholesale division with 13,000 employees
between 2003 and 2006 and was President & CEO of
Alfresh Beverages, a $90 million privately held juice
company in Canada. Mike also spent 13 years with The
Coca-Cola Company and bottling system in the UK,
Canada and Europe, assuming progressively senior
roles. He was regarded as a change agent and leader
within the system, able to forge productive business
relationships internally and at the customer level.
Mike has worked with EY as a faculty member at
Leadership Forums and Senior Managers Conferences
since 2008 and with different service lines on topics
such as Strategic Teaming, Miller Heiman and Tracom
Social Style and Versatility. Mike brings an engaging
and focused perspective to building relationships and
creating and sustaining high-performance teams. Mike
graduated in Business and Marketing from HeriotWatt University in Scotland.
19
WHO WE ARE—Some of Our More Than 30 Expert Facilitators
NEIL LACHAPELLE
Senior Consultant
MARILYNN A. DRAXL, PH.D.
Senior Consultant
SPECIALTIES:
Strategic Leadership, Business Education
SPECIALTIES:
Leadership Development, Strategic Management
Neil LaChapelle is a seasoned business educator and
entrepreneur. He has over two decades experience
designing and delivering sound, effective business
education programs that engage learners and get
results. Neil led the instructional design team that
launched Canada’s first 100% online private university,
constructing MBA and EMBA programs in high tech
management. He has since designed and delivered
online, offline and blended leadership development
programs for learners from the technology, finance,
manufacturing and agri-food industries.
Marilynn Draxl is an organizational psychologist who
has supported companies with her expertise in the
fields of organizational and leadership development.
She presently consults with firms in need of proficiency
in organizational behavior, performance systems,
leadership/executive development and strategy
management. She also serves as a global leadership and
HR consultant, helping companies develop leadership
pipelines and improve their talent development
processes and programs. Since 2005, Marilynn has
conducted needs analyses for AMD, Corning and Wyeth
and developed and delivered leadership programs
for Philips, AMD, Chemtura, Crayola, Corning, Harris
Communications, FINRA, University of Pennsylvania
Healthcare Systems, Lockheed Martin, Carefirst and
the US Postal Service.
Neil’s blend of clarity and pragmatism is rooted in his
educational background in philosophy and business
education, and his personal experience as a serial
entrepreneur in the web startup space. Students
appreciate Neil’s ability to explain ideas well, draw
connections between them and help them apply new
insights to their work.
Neil helps larger companies understand change and
innovation from a startup’s perspective, while helping
startups understand how challenges change as
companies mature.
Marilynn has also worked for the Strategic
Management Group, an international consulting
and training company. As part of their Solutions
Integration Group, she was responsible for working
with organizations to improve the implementation of
strategic initiatives through the use of simulation in
blended learning solutions.
As an educator, Neil’s experience spans the entire value
chain, from the strategic leadership and financing of
educational companies, to the conceptualization,
design, development and delivery of learning programs.
She served as a developmental coach for senior
leaders and executives in institutions and companies
such as Allergan, AMD, American Water, Corning, IRS,
Philips, Veritas and the Federal Reserve Bank of NY.
20
WHO WE ARE—Some of Our More Than 30 Expert Facilitators
SUE KRAUTKRAMER
Senior Consultant
MICHAEL DONAT
Senior Consultant
SPECIALTIES:
Emotional Intelligence, Leadership, Management
SPECIALTIES:
Leadership Development, Team Dynamics, Diversity
Sue Krautkramer brings a powerful package of
expertise including practical business experience
in management and sales, 20 years of working with
Fortune 500 companies in facilitation, instructional
design, program development and coaching.
Michael brings a dynamic dimension stemming from
backgrounds in government and business leadership as
well as his technical expertise in logistics and education
within private, public and non-profit sectors.
Prior to her work with JMReid Group Sue’s leadership
experience includes serving as the President of a global
training and development organization, managing
sales people and multiple offices throughout the U.S.
Knowing how to build a culture as well as leveraging a
company budget is crucial.
Sue’s areas of expertise include emotional intelligence,
leadership and management skills, team dynamics,
relationship development and uncovering individuals’
unique design. Her unique brand of facilitation
combines common sense, academic knowledge,
practical application, a passion for people and a drive
to create results.
Her work has included extensive travel throughout the
U.S. and Canada as well as in Brazil, Korea, Australia,
South Africa, New Zealand, France, Spain, Ireland,
England, Panama, Uruguay, Egypt and Bulgaria.
Sue received a B.A. in Journalism from Arizona State
University, M.A. in Human Development from St.
Mary’s University in Minneapolis and M.A. in Pastoral
Counseling from the Minnesota Graduate School of
Theology.
Michael works alongside executives who lead operations
to integrate existing capabilities in new ways to exceed
industry standards. Michael’s expertise includes
leadership development, team dynamics, diversity and
temperament. He fuses discovery learning with relevant
content, a people-first mindset and a commitment to tie
discoveries to results.
Prior to working with JMReid Group, Michael spent two
decades in operational and managerial roles developing
a sharp eye for how organizations get bloated with
cross-purposes and miscommunication. He led change
initiatives retooling waste into leaner, strategically
aligned operations, improving sustainable results and
valuing learning attitudes. He inspired transformation
in organizational culture through developing people.
His teams earned consistent national recognition for
benchmark capabilities, including sales performance
which maximized revenue margins.
Michael received undergraduate degrees in Education
and Psychology as well as two master’s degrees, one in
Counseling and another in Operations. He has worked
internationally which built an appreciation for the
importance of integrating cultures to achieve unity
of purpose.
21
WHO WE ARE—Some of Our More Than 30 Expert Facilitators
BERNARD CANDEL
Senior Consultant
OLIVER DAWSON
Senior Consultant
SPECIALTIES:
Sales Effectiveness, Team Performance Improvement
SPECIALTIES:
Leadership Development, Communication, Sales
Bernard is an entrepreneur who studied law in
Amsterdam and worked for AKZO, SHV, ALDI and
Boedelbak. He has been working as a business owner,
facilitator, coach and consultant for 15 years. Bernard
is passionate about creating work performance with
job fulfillment.
Oliver Dawson brings over 30 years of experience in
the business world. With a CV that includes roles in
sales, marketing, training and leadership, he is also
very active as an entrepreneur and business owner. In
the 14 years working as a business educator, facilitator
and presenter, his diverse business experience has
enabled him to work effectively within a wide range of
industries and businesses. His clients have included
start-ups to Fortune 500 companies.
He has been responsible for developing and delivering
go-to-market strategies and breaking ground
through organisational change initiatives, working
with a variety of organisations in support of their
commercial and strategic aims.
Areas of expertise:
• Strategy Implementation
• Performance Coaching
• Sales Effectiveness
• Entrepreneurship
• Management
Effectiveness
• Team Performance
Improvement
Bernard has worked in many countries around the
globe, selling, consulting and facilitating in English,
German and Dutch. His thorough understanding of
inter-cultural differences enriches his work, enhances
impact and produces tangible results.
Clients include:
• KPMG
• ECORYS
• IMS Consulting
Group
• Deltares
• Oracle
• Ecomatters
• Seagate
• AstraZeneca
• Agilent
Technologies
In addition to his business experience, Oliver
continues to enjoy a parallel career in the performing
arts. A professional opera singer and actor,
Oliver brings to the classroom an energy and
dynamism that effectively engages participants
to think, discover and learn. Also, leveraging his
university education in political theory, history
and languages, Oliver applies classical methods
to provoke thought, challenge assumptions and
deepen context and understanding. Oliver’s expertise
includes, leadership development, communication,
sales training, presentation skills development,
coaching and emotional intelligence training.
Oliver is also a multi-lingual facilitator. His first
language is German and he can also function in French
and Italian. This has expanded his training ground to
include much of Europe and other parts of the world.
22
WHO WE ARE—Some of Our More Than 30 Expert Facilitators
MATTHEW WOOLSEY, ED.D.
Senior Consultant
KELLEY NICHOLSON
Senior Learning & Operations Manager
SPECIALTIES:
Communication, Leadership, Team Development
SPECIALTIES:
Project Management, Logistics Planning,
Coaching and Development
Matthew’s career spans the professional services
sector (Learning & Development leader in management
consulting) and higher education bringing over
20 years of experience to each new challenge.
Matthew’s expertise includes communication,
executive presence, content structure, leadership,
cross-cultural team development, project management
and strategic visioning for human capital in domestic
and international markets.
With over nine years in the learning and development
and professional services industries, Kelley is a
seasoned project manager with extensive experience
leading and managing large-scale conferences and
other training-related initiatives. Her approach to
training and project management focuses on effective
leadership, motivation, engagement and collaboration.
Kelley is the back bone of day-to-day office and business
operations at JMReid Group. She manages projects
from their inception to completion, performing multiple
and varied roles and ensuring stakeholder satisfaction.
Kelley specializes in complex projects with multiple
stakeholders, deadlines and key milestones, leading
multidisciplinary teams to success. Her experience
within the industry includes:
The recipient of the Edward R. Murrow Award
for Excellence in Broadcasting from Washington
State University, Matthew holds a bachelor’s
in Communication, a master ’s in Education
Administration and a doctorate in Higher Education
and Organizational Change.
Along the way his programs have received recognition
by the Association of Professional Communication
Consultants, Consulting.Com Magazine and
Experience.com. Matthew is also an adjunct professor
teaching courses in public speaking, critical thinking
and a senior capstone class on Society, Ethics, and
Technology. The feedback he typically receives is
usually something like, “contagious energy, passionate
engagement, and creative solutions to complex
issues.” As a classically trained musician, in his spare
time he enjoys playing the flute as well as gardening,
cooking, reading and physical fitness.
• Project scoping, including requirements gathering,
concepting, project plan creation, staffing and
budgeting
• Project management, including stakeholder
management, facilitator preparation, vendor
management, execution and course assessment
• Management and oversight for project teams,
including mentorship and career development
• Ownership of project management best practices
and standards
• Meeting and event planning, including event goals
and themes, production elements, food and beverage
selection and vendor management
Kelley received a Bachelor of Science in Leisure Studies
from the University of Illinois at Urbana-Champaign and
a Master of Arts in Counseling from DePaul University.
23
WHAT OUR CLIENTS SAY
We partner with our client to understand their strategy and goals and then build a unique and effective solution.
Here is what a few have had to say:
“John Reid’s passion to understand the client’s issues,
coupled with his experience and network, make him a
valuable resource to anyone considering investing in
people development.”
—Doug Bryant, Vice President, Sonic Automotive
“JMReid Group’s approach to selling helps our sales
organization achieve its goals. John’s approach
leverages all of the latest thinking, while linking it to
our own strategy. He incorporates his own experiences
in sales, which enables the team to easily relate to him
and he does it in a way that is authentic and engaging
for the sales team.”
—Marc Held, Vice President of Sales, Bodek and Rhodes
“One size does not fit all. That is how I would describe
John’s approach to our need to develop best-of-class
sales management. John is a valued extension of our
company, having developed into a trusted partner who
is responsible for changing the coaching, mentoring
and management skills of our managers. By effectively
delving into our company culture, he understands
the strengths and challenges of our diverse sales
management whether they have been in the position
for a while or recently promoted. He is an experienced
and intuitive trainer/facilitator who acknowledges
the personal and regional differences of his audience.
His perseverance, accountability and flexibility have
resulted in the implementation of a North American
training initiative. He brings credibility to Ryerson and
our sales managers.”
“John and his team are unique because they listen
first and then deliver excellent design/delivery that
meets our strategic business needs. So many other
groups will push their canned programs at you. With
John’s guidance, his team custom built and delivered
a global post merger integration program that was
effective for three separate integrations. The feedback
from participants has been extremely positive,
and John has truly leveraged his experience in the
industry to engender trust and credibility with both the
participants and the local management teams. I look
forward to continuing to work with John and his team
on this and other programs.” —Marion Witte, DSM Pharmaceuticals
“The custom designed program John created showed
his passion for understanding the client’s situation.
He brings together a knowledge of the latest thinking,
his own experience and an engaging style to create
a meaningful learning experience. I would strongly
recommend John for those considering implementing
sales training.”
—Alex Scott, HealthStream
—Doug Fox, Ryerson, Inc.
“John and William—it was a smashing success. Senior
leadership is all incredibly happy. The participants were
engaged and appreciative. We learned a huge amount
and it was a great success. Thanks for all your time,
energy, expertise—not to mention, thanks for being fun
to work with.”
—Alison Hooker, EY
“John is a tremendous sales trainer and mentor. His
skill at understanding and assessing his client’s needs
is top notch. His attention to detail and presentation of
materials is beyond anything that I have experienced
from other Sales Trainers and has led to a turnaround
of many of our sales staff from mediocre performers
to top players in the industry. The skill sets, processes,
and methodologies that he possesses and uses makes
his training transferable across a variety of industries.
I highly recommend John, and will be using John again
in the future. Great Job!”
—Paul A. Claro, President,
International Division at Argo Turboserve Corporation
24
Professional improvement workshops and facilitation
SALES
LEADERSHIP
SKILLS
CONTRACT FACILITATION
CUSTOM SOLUTIONS
EXECUTIVE COACHING
JMReid Group
Fresh Solutions for a Changing World
2332 Simpson Avenue, Ocean City, NJ 08226
Phone: (856) 397-6157 • Email: john@jmreidgroup.com • Web: jmreidgroup.com