Workforce Planning Under Strategic Shifts — The 3-Year View
Executive simulation: as CHRO Patricia Calderón-Mora at Petrolia S.A., translate the cabinet three-year strategy into a binding capability…
Sobre la simulación
The learner has just gone independent as an operations and warehouse consultant in Zaragoza, Spain, with no local network, EUR 18,000 of savings and no clients, and must win about ten paying clients in the first year (February 2027 to January 2028).
Decision 1, February 2027: who to sell to (any company, large logistics firms, or a niche of food SME warehouses in the Ebro valley), what to sell first (custom hourly consulting, a fixed-price EUR 3,500 diagnosis, or a free audit) and what proof to take out (a website and logo first, nothing, or a written case with numbers).
Decision 2: where meetings come from (posting on LinkedIn and waiting, 100 researched one-to-one messages a month, or partners who already sell to the target clients), how many hours a week to sell (only between projects, a fixed 12-hour block, or 24 hours) and how to follow up (one message, weekly chasing, or three useful follow-ups).
Decision 3, the first meetings: presenting yourself, offering to start free, or asking about the problem and its cost; a 15-page proposal, a 2-page proposal in 48 hours with options, or an hourly quote; a 40 percent discount, the full price with a guarantee, or the full price.
Decision 4, from five clients to ten: waiting for referrals, paying a referral fee, or asking every client for two introductions; saying yes to everything, subcontracting delivery inside the niche, or only the niche; and whether to buy a list of 3,000 emails for an automated campaign or run a permission-based newsletter.
The model is deterministic: selling hours, channel yield, message fit and follow-up set meetings; the offer, proof, meeting, proposal and price set the win rate and the value of each client; referrals add clients late in the year; delivery capacity scales clients and fees down when demand exceeds it.
The score combines the quality of each decision with paying clients, first-year fees, the pipeline for the next quarter and cash at the end of the year, and is capped when the bought list is used, since unsolicited commercial email breaches Spanish law (LSSI art. 21). Spanish (primary, Spain) and English.
Para quién es
Una simulación de nivel intermedio para participantes que ya conocen los conceptos básicos de la materia, pensada para programas de máster y MBA.
Cómo funciona una sesión
- El docente crea una sesión desde el panel de Eureka e invita a los participantes.
- Los participantes juegan 4 rondas. En cada una envían sus decisiones y la simulación calcula los resultados.
- La simulación se puede jugar en: English, Español.
- El docente sigue el progreso y los resultados de cada participante desde el panel, y usa los resultados de la clase para el debriefing.