The Sales Pitch — Riverstone Coffee × Blue Ridge Hotel Group
B2B sales call simulation.
A 90-minute, 4-round Express simulation in the learner's own chair on the first board seat offered to a salaried director who has never sat on a board: asking before saying yes, telling the employer first, reading the whole company before joining, putting the terms of the seat in writing with the bylaws behind them
A 90-minute, 4-round Express simulation in the learner's own chair on the first board seat offered to a salaried director who has never sat on a board: asking before saying yes, telling the employer first, reading the whole company before joining, putting the terms of the seat in writing with the bylaws behind them, showing up with questions rather than silence or management, declaring a conflict and leaving the room, putting an express opposition on record when the company is about to break a covenant, and reviewing the first year.
Sabela Outeiral (fictional) is the operations director of Friomar Logistica, a fictional Vigo cold-chain company of 1,600 people; the chair of Conservas Lavandeira, a fictional family-owned seafood cannery in Boiro, offers her a seat as its first independent director.
You decide what you answer and whom you tell first, what you review before accepting and which terms you ask for, how you show up at the first board and what you do with a transport contract your own employer is bidding for, and what you do when the chair wants to wait before telling the banks about a covenant breach, and how you review your first year.
Scored on what you contribute and the board uses, the chance that the board works with you, the year's fee you secure, your time and energy, your credibility on the board and your standing with your employer, and open risk; two shortcuts (sending your employer the competing bids, dressing up the year-end to keep the covenant without telling the banks) come back and cap the score. Spanish primary, English included.
An intermediate simulation for participants who already know the core concepts of the subject, designed for master's and MBA programmes.
The decisions participants make during the simulation:
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