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Pitching to management and decision makers is where the biggest opportunities happen, as well as the biggest risks. How do you confidently and effectively communicate to the most discerning of audiences? PwC professionals do this with the biggest clients around the globe. We at PwC are going to share strategies with managers and sales professionals like you on how to consistently demonstrate value.

Session Outline

1.Setting the Stage(Agenda: Business rationale and facilitated discussion):To better connect with the C-Level and get the results we desire, we first look at the characteristics of this audience and what makes them unique. As PwC works with large clients globally, we give an overview of how we establish relationships with C-Level clients.The goal of this session is to explore: why do we want to connect with these people? What are some of the common challenges we face when interacting with C-level individuals?​

2.C- Level Profiles(Lecture and discussions: Learning model):Leaders who work in making strategic decisions have different needs, focus on different details and behave differently than those at the implementation level.In this section we introduce a learning model to systematically go about planning our C-level interactions.

3.C-Level conversation preparation through case studies(Case studies introduction and preparation):‘Doing’ is the best way to learn and in this session we offer various cases that participants will then analyze using the model just learned. These scenarios offer opportunities to see common situations where a C-level would need to be engaged. Participants then use the information that they have to best prepare for a short pitch.

4.Pitch practice make for perfect preparation(Presentations Feedback):Within a limited amount of time, the participants make their pitch. During this Time, they will demonstrate their understanding of the case study executives and use this insight to make a presentation with a higher possibility of success.

5.Summary：A review of the day’s learning items.

Agenda

13:00 Registration & Networking
13:15 Session
15:30 Coffee Break
15:45 Session
17:00 Session Ends

Refreshments will be served during the coffee break for the attendees.

Speakers

  • Erik Barnes (Senior manager at PwC)

    Erik Barnes

    Senior manager at PwC

    Erik Barnes has been working in the people development industry in the greater China area for twelve years. His work includes corporate work, external consulting and program design. He is an experienced facilitator and trainer for a variety of management and communication skills. Erik has a big passion for his work, whether in the classroom or one-to-one coaching, and enjoys watching those he works with grow and learn.

    His projects have included individual coaching, classroom training, experiential activities and long-term change management implementation. He has traveled to Europe, the U.S. as well as around Asia to deliver trainings, develop content and train other trainers. Erik has created custom programs for his clients in a variety of topics including collaboration, innovation and coaching skills.

    Erik’s work experience includes sales manager, international trade and program manager for a large IT company. He has worked in and with both small companies and large multinationals. Recent clients include Microsoft, Unilever, SanDisk, Decathlon and others. He brings a rich knowledge of business and cross-culture experience to the classroom.

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Tickets

A prepayment is required when choosing 'Members only price' or 'Standard Price'.

“会员票价”及“标准票价”要求您在提交注册信息后即刻完成在线预付，若您希望在活动现场支付门票，请选择“现场票价”。
Member Ticket
Member Price RMB 360
Member Price (Pay at the door) RMB 360
Member Company Employee Ticket
Standard Price RMB 500
Door Price RMB 500
Non-Member Ticket
Standard Price RMB 650
Door Price RMB 650

Registration

  • All registrations shall be made online before the session. For full-day sessions, payment also shall be made before the session.
  • For half-day sessions, AmCham Shanghai members are eligible to attend free of charge with Training Credit*; AmCham Shanghai members without Training Credit are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at "Employee Rate".
  • For full-day sessions, AmCham Shanghai members are eligible to attend at “Member Rate”; Employees who work at AmCham Shanghai member companies are eligible to attend at “Employee Rate”; Non-members are eligible to attend at “Non-Member Rate”.
  • Limited spaces are available and attendance will be given on a first-come, first-served basis.
  • Members please bring your membership card and non-members bring your business card upon check-in at the training session.
Walk-in and Cancellation Policy
  • This session requires confirmation of attendance in advance. If you attend this session without prior registration, you will be charged an RMB50 "walk-in" fee as member and RMB100 as employee.
  • Cancellation: If you need to cancel your registration for a half-day session, please notify Ivette Corominas at (86 21) 6279 7119 ext. 5671 or email ivette.corominas@amcham-shanghai.org no less than 24 hours in advance. If you need to cancel your registration for a full-day session, please notify Ivette Corominas at least two weeks prior to the session for a full refund. Cancellation made within two weeks before the session will not be refundable.
  • To ensure that you have a seat, please come to the session on time. Open seats will be released to other guests 15 minutes after the session starts.
*What is Training Credit?
As an extra offer to all AmCham Shanghai members, each member will be granted with ONE Training Credit with their valid membership term. Members are able to use the Training Credit to register for the training session they are interested in, free of charge. The Training Credit can only be used by the member him/herself. The Training Credit is not transferrable or refundable for cash.

Venue

AmCham Shanghai Conference Center

Suite 568, Shanghai Centre, 1376 Nanjing Road West
Shanghai, China

If you have any questions please contact Ivette Corominas

Contact Organizer

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