Strategic Use of THE POSITIVE POWER AND INFLUENCE® PROGRAM in Client Organizations

Many well-known companies train their executives, managers, and other professionals on the skills they need to excel in today’s dynamic work environment with the Positive Power and Influence® Program. The following are some examples of how the program has been used strategically in client organizations. To read client feedback, participant impact, and testimonials click here.

Consumer Products

To train a national sales force of a Fortune 500 consumer products company to respond to price pressure from generic brands by negotiating higher volume, lower price agreements with key customers while protecting margins
As part of a core leadership program delivered worldwide for managers of a consumer products conglomerate
To help the advertising department of a major consumer products company secure better agreements with external advertising agencies and publishing companies
To teach team members in a high performing marketing organization to influence without authority

Consumer Products companies that have chosen the Positive Power and Influence® Program Include: Energizer, Edgewell, A & W Food Services of Canada, Anheuser-Busch Companies, Armstrong World, Chiquita Brands International, General Mills, Hasbro, M&M Mars, Philip Morris, Sara Lee, S.C. Johnson, Sony Corporation, Stride Rite, The Procter & Gamble Company, Unilever Canada, Nestle Purina, Walgreens

Financial Institutions

To train the commercial banking relationship managers in one of North America’s largest ﬁnancial institutions to develop the selling skills to grow new business opportunities while strengthening existing relationships
To train senior management in the retail banking division of a large eastern bank to develop the interpersonal skills needed to provide leadership and motivation in a competitive environment
To train the staff members in the audit division of a New York ﬁnancial institution to develop the skills needed to resolve conﬂict and work collaboratively with their client organizations
To train management associates in one of the largest banking organizations in the U.S. in the inﬂuence skills needed for future career development and to enhance success in current rotational assignments

Companies in the financial sector that have used the Positive Power and Influence® Program Include: Bank of Montreal, The CIT Group, Fleet Bank, Fidelity, JPMorgan Chase, KeyCorp, Mellon Bank, Merrill Lynch, UBS PaineWebber, Royal Bank of Canada, Wells Fargo Bank

Insurance

To train the information systems staff of a large Midwestern insurance company to reduce conﬂict and reach quality agreements with internal stakeholders
To train the entire ﬁeld sales force selling managed healthcare services
As part of an ongoing leadership development curriculum of a major insurance ﬁrm whose managers come from property and casualty, healthcare, international, and staff divisions
To train legal auditing staff, comprised of auditors and attorneys to help them reduce legal expenses and obtain additional value from law ﬁrms with whom they work

Some of the Insurance Companies that have used the Positive Power and Influence® Program Include: Aetna U.S. Healthcare, CIGNA, CNA Insurance Companies, Prudential, Safeco, UNUM

I.T.

Positive Power and Influence® has helped I.T. professionals in a major snack foods company implement a partnership approach with internal clients
A large mid-western insurance company uses the Positive Negotiation Program to teach its I.T. staff how to resolve conﬂict over resources and priorities and how to reach quality agreements with internal stakeholders
The Positive Power and Influence® Program is a core communications course for the I.T. professionals in one of North America’s largest banking organizations
A large I.T. consulting ﬁrm uses a customized version of Positive Power and Influence® to help its consultants build stronger client relationships

IT Companies that have used the Positive Power and Influence®: CSC Index, Dell Computer, Lotus Development Corporation, Qualcomm, Microsoft.

I.T. professionals from a wide range of organizations have also benefited from the programs, including Anheuser-Busch, Bank of Montreal, CNA Insurance, GlaxoSmithKline, M&M Mars, The Procter & Gamble Company, Energizer, Edgewell

TELECOMMUNICATIONS

To train the professional staff of a manufacturer of transmission and networking systems in the inﬂuence skills needed to manage projects and build interdepartmental relationships
To develop the behavioral skills necessary to support large scale cultural change
To help employees be more effective with customers and co-workers while performing new tasks after a merger
To train a highly experienced sales force to reach more proﬁtable agreements on its satellite tracking systems
To help one of the larger regional telephone companies develop the communication skills necessary to transition from a regulated to an entrepreneurial culture

Companies in the telecom industry that have chosen the Positive Power and Influence® Program Include: ADC Telecommunications, Ameritech, Ericsson Communications, MCI, Qualcomm, Qwest, TDS Telecom, Verizon

PHARMACEUTICALS

To train business managers and account management teams who handle national and managed care accounts to foster better customer agreements and direct internal resources to support those agreements
To train research professionals to enhance their influence effectiveness when dealing with home office personnel and with clinical field staff
To train product managers to help them develop and implement strategies to gain support for ideas for new products and services
To train Key Account Managers as part of sales strategy initiatives
To train market analytic groups and regulatory groups to develop and enhance influence and negotiation capabilities
To train R&D, Clinical Laboratories, and Consumer Products divisions to enhance quality and ensure a consistent approach while reducing expenses
To train professionals in influence skills to support their interactions with physicians, hospitals, and sales representatives

Companies in the pharmaceutical industry that have chosen the Positive Power and Influence® Program Include: Abbott Labs, Aventis, Baxter Pharmaceutical, Bayer, GlaxoSmithKline, Johnson and Johnson, Merck and Co., Pfizer, Inc., Roche Laboratories, TAP Pharmaceuticals, Wyeth

UTILITIES

To train professionals of all the subsidiaries of an electrical power holding company on how to build better business relationships
To train managers at two major utilities to adapt to industry changes and provide leadership for the upcoming challenges
To train managers of a large southwestern utility to negotiate better agreements with both internal and external constituents
To train the sales organization to think and act strategically when developing new and existing customers and markets

Utilities that have chosen the Positive Power and Influence® Program Include: KeySpan Energy Corp., Northeast Utilities, PECO Energy, Public Service Electric & Gas, Southern California Edison, Southern Company, Southern Union

OIL AND GAS

The Positive Power and Influence Program® Program has been implemented in dozens of oil and gas companies to provide the skills that managers and other professionals need to excel, not just survive, in this difficult environment. Following are some of the groups that have benefited from the program, either as open-enrollment or in customized group sessions:

Intact Work Teams
Engineering Staff
HR Managers and Consultants
Procurement
Sales & Marketing Executives
Business Managers
Middle Management
Project Managers
IT Professionals

Oil and Gas companies that have chosen the Positive Power and Influence® Program Include: ExxonMobil, BP Amoco, Chevron Texaco, El Paso Natural Gas, Northwest Pipeline, Panhandle Energy, Shell Oil Company, Sonat, The Williams Companies, Unocal, Vastar Resources