Consulting Summary

I have a wide range of executive training programs available to business leaders and universities seeking training and teaching expertise focused on growing skills, capabilities, and knowledge of executives.

Following many years of conducting Executive and MBA-level training/education seminars in the United States, Canada, and China, I am able to bring good value in a number of forums.

To be absolutely clear about priorities:  I will only engage in executive education and consulting activities when I am certain that clients will be pleased with the outcome.  Life is too short to waste my time or the valuable time of others if good value is in doubt.

TRAINING, CONSULTING, AND PRESENTATION TOPICS

Below are topics/titles indicating areas of expertise on which Dr. William Murphy is available to talk with groups.

These topics/titles can be “off the shelf” or customized to meet particular client requirements. Customization decisions tend to depend on client time, budget, and training objectives.

Topic/Title	Intent	Typical Audience
Professional Selling	Intensive training for new salespeople Developing partnership selling skills Time and Territory Management skills	New sales people Experienced sales people Personnel being considered for a shift to sales
Sales Management	Sales force management as a strategic issue Recruitment, motivation, and appraisal processes for building a professional sales force Sales force training Compensation and incentives Coaching and motivating sales people	Sales people being groomed for sales management Sales managers requiring additional training & skill enhancement
Key Account Management	Designing a successful key account program Metrics for selecting key accounts Sell through complex purchasing structures Positioning the company to compete strategically Anticipating future needs of key accounts Building a strong competitive position	Sales managers Sales directors Marketing managers Business development managers Product managers
Marketing Concepts for Executives	Building a strong brand Definition of marketing Marketing decision making and marketing planning Mastering the basics Growing customer equity Segmentation, targeting, and positioning Customer closeness through market intelligence and market research Go-to-Market strategies: channels	Mid-level marketing and non-marketing executives
The Quality Service Advantage	Why superior service is critical for solid brand performance Identifying gaps in service performance Learning how to close service gaps through effective leadership skills	Customer service executives Brand managers Marketing managers
Pricing Frameworks and Applications	Strategic Frameworks and Logic behind pricing decisions Financials and Economics of Price Hands on thinking about price Application tools for business situations Integrating pricing goals with channel partners	Marketing and non-marketing executives Any executive seeking to make better use of the pricing lever
Improved Marketing Communications: Brand Building on the Web	Understanding critical steps from strategy to execution Branding on the internet and what it means for the brand Website interactions and metrics Linking offline and online strategies Emerging insights	Communications managers/ directors/specialists Advertising managers/ directors Brand/product managers Marketing managers/directors
Doing Business in Greater China	Why companies need to be in China Stages of commitment Issues to resolve in choosing how to grow in China Negotiations in China How to acquire and retain talent	Executives involved in business development and planning Marketing and sales personnel with global responsibilities Global operations personnel

 

EXAMPLES OF ACTUAL PARTICIPANT FEEDBACK

 

REPRESENTATIVE CLIENTS and PARTICIPANTS

BANTA	National Roofing Contractor Association
AstraZeneca	Dalsin & Son, Inc. (roofing contractor)
Roche	China Life Insurance Company
Novartis	Ping An Insurance Company
3M	Sinochem
Aventis	Bayer Crop Science
Eli Lilly	GlaxoSmithKline
PharmacyOneSource

Clyde Bergemann Machinery, Shanghai; Tredegar Film Products Company Ltd; Shanghai Petrochemical Company Ltd; CVIC Software Engineering Co., Ltd; Black & Decker, China; Xian-Janssen Pharmaceutical Ltd; Strong Foods; Buick; Owens Corning; Shanghai Grasso Refrigeration Equipment Co.; Henkel Adhesive Company-Shanghai; Hutchison Optel Telecom Ltd; Panrico Food Processing Center; Jiangsu Chenfeng Group Co., Ltd; Shantou Henkel Adhesives-Beijing; YunNang Coshine Investment Co., Ltd; N.S.I.; Wonders Information Co., Ltd; InterChina Distribution Co., Ltd; Shanghai Foreign Service Co., Ltd; China Jinshan Associated Trading Corp; Nantong Teijin Co., Ltd; Linkage System Integration Co., Ltd; ABB High Voltage Switchgear Co., Ltd; Beijing Plus-Gangyan Orthopedic Products; Amphenol Runway Technology Co., Ltd; Sunyard System Engineering Co., Ltd; Brown-Forman Worldwide L.L.C.; Shanghai New Asiatic Pharmaceuticals Co.; Shanghai Hanson; Schering Plough China Ltd; Shanghai Foxboro Company; Hetruth System Ltd ; Brown-Forman Spirits Asia Pacific; Guang Dong Mobile Telecom Co. Ltd; Bosch Trading Co. Ltd; Huntsman Polyurethanes Co. Ltd; Johns Manville; Osram Fosham Lighting Co. Ltd; Maersk Logistics; Schering; GE Medical Systems China.