Learning and Development Solutions for Your Team

Our Learning & Development Solutions address the most complex client situations, both internal and external:

Standard Products


  • Excellence in Client Encounters
  • Excellence in Customer Intimacy
  • Excellence in Internal Encounters

Flash Training

  • Rapid topic coverage in small groups
  • Stimulating online/offline mix that’s easy to schedule
  • Modules complement Classes and Workshops

Team Events

  • Short events with a training-teambuilding mix
  • Many tried and tested activities to choose from
  • Integrate with company meetings, sales kickoffs, etc.


  • Professional practise sharing
  • Consider everyone to be a potential leader
  • Develop multiple skills while solving today’s problems

Custom Programs

Programs may be tailored to your needs and are structured in three parts:

Training Encounters


  • Events: Short sessions, often plugging into sales conferences and other company gatherings, to inform, entertain and even launch a training program. The workshop format is often used, either to deal with a specific issue or as part of a larger program.

Independent Learning

Progress Guidance

  • Checkpoints: Short, individual review meetings between facilitators and trainees – a collaborative exercise, stimulating  discussions that significantly deepen learning
  • Coaching: Individual and Team sessions, enabling you to resolve immediate issues and often to transform them into opportunities for personal growth.
  • Self-assessment: Exercises that allow trainees to check that they have captured a concept
  • Feedback: Checks made before, on completion of and sometime after training encounters.

Key Points

Excellence in Client Encounters is our flagship training course (aka Excellence in Customer Communication).

Flash Training is a recent and unique addition to the portfolio, made possible by comprehensive online resources.

Checkpoints provide senior customer-facing professionals with the opportunity to demonstrate their abilities.

Client Encounters of the Technical Kind

There’s a lot more to technical work than technology, as anyone in contact with clients will know – and most engineers, scientists and technicians have some sort of client to worry about. Experience shows that the relational an commercial aspects of customer-facing technical roles are as difficult as the ‘hard science’. And, to succeed professionally, you have to shine in all these areas … simultaneously!

Client Encounters of the Technical Kind describes a set of tools and methods that help Customer-Facing Engineers to overcome this constant challenge. The system, called ICON9®, has proved its worth in many companies: small, large and multinational. It addresses Sales, Support and ‘Own Organisation’ topics, and also tackles delicate issues, such as how to stand up to customers whose views you do not share.

Client encounters of the technica kind

Client Encounters demystifies communication for field teams and, in doing so, renders a great service to high-tech companies. Its simple tools and processes promote productivity and effective business results. It’s the ONLY product I have seen that is effective in developing the “technical sales team”.

Jack Dunnigan

Senior Director of Worldwide Technical Sales, Xilinx

Client Encounters gives you a set of simple tools that were never covered in engineering school – how to engage and deal with people effectively, efficiently and with great success. I only wish they had been available to me and my colleagues years ago.

Alice Reinheimer

Senior Applications Engineer, e2v inc.

Training Experiences and Testimony

Many of our training experiences are captured in articles, together with testimony from our customers. Here is the latest post …

The Customer-Facing Few

October 12, 2018

Learning Objectives Enable Flexibility in STMicroelectronics Training

It may seem, when searching for training solutions, that the options are either Do It Yourself, represented here as Bleriot crossing the Channel in his own machine, or a low-risk, catalog-based solution - the P&O Ferry. Mega exciting on the one hand , but will it get you to where you want to go? As predictable as the tides on the other, but can such a standardized package take you to the leading edge of the subject?

Fortunately, there are alternatives.

... read more

Other Recent Posts

Learning Objectives Enable Flexibility in STMicroelectronics Training

It may seem, when searching for training solutions, that the options are either Do It Yourself, represented here as Bleriot crossing the Channel in his own machine, or a low-risk, catalog-based solution - the P&O Ferry. Mega exciting on the one hand , but will it get you to where you want to go? As predictable as the tides on the other, but can such a standardized package take you to the leading edge of the subject? Fortunately, there are alternatives. Training can be created using mature...

Why it’s hardest to communicate when it matters most

See also this video. Communication has special challenges when it comes to science and technology. Have you ever noticed that when you are burning to explain …when it seems really important to convince other people that you know what you’re talking about …then this is precisely when it’s hardest to have impact? Why?  It’s because the very thing that you want to share – your hard-won expertise – is actually an obstacle to communication. Your knowledge and technical instincts are like baggage...

Do Your Best Thinking!

If you are trying to solve tough problems at the moment, then be careful not to let your mind brood or worry. Brooding is where you get stuck in the past, ruminating, kicking yourself for not buying Zoom shares in January, for example. Worrying is letting fear take a hold, so that the future becomes a source of dread. In both cases, we would do well to remember Hamlet ‘s words: “nothing is ever good or bad, but thinking makes it so”. To do your best thinking and stay on track, consider taking...

Half and half

Anita Roddick* once said: If you think you're too small to have an impact, try going to bed with a mosquito in the room The corona virus seems to have taken the place of the mosquito 😉 So, making a virtue out of different necessities, my colleagues and I delivered two half-remote training courses last week. One to EDA Solutions FAEs where, for (political) reasons that had nothing to do with the famous virus, one of the FAEs could not leave his country of origin to attend. Proud to be the...


Three easy-to-read items to keep in sync with you ...

Bees and FAEs

At the start of a recent training course, each person introduced themselves by citing an animal that could do their job, then explaining why. One of the Field Application Engineers (FAEs) in the audience put forward a bee, saying that they buzzed around busily, collecting opportunities (pollen), working hard, doing great things for other people and generally being pretty amazing. Another FAE reminded us of the legendary observation that, at first glance, a bee’s job is almost impossible –...

A Goal Setting Tail

Don't worry, this isn’t the old story about the insecure dyslexic, insomniac atheist who lays awake at night wondering if there really is a Dog. It's about the strange but ultimately effective path that my dog takes when I call him and why this could be a valuable reminder about goal setting. Toby, you see, does eventually come back, fulfilling his contractual obligations to his master and ensuring that he gets fed. At the same time, he thoroughly enjoys himself. The route he takes is always...

The Hurry Monster, RIP

Apparently, I suffer from an affliction which most people manage to avoid. A weird mixture of intellectual laziness and hyperactivity, it once led me to attempt the reduction of German grammar to a handful of equations. Preferably to one equation. Einstein had managed it for physics, I reasoned … 😉 Self-deprecation notwithstanding, I'm still trying to simplify the world into something that I can understand/remember, and the above diagram is one result. I call the inner loop a Short-Circuit –...

A Problem-Solving Experience

Cycling quite fast down a narrow mountain road, I met a lorry coming up it. The result was eight broken ribs on one side, a broken shoulder on the other and a huge problem with getting out of bed. Problem-solving methodologies can be usefully classified as either Systemic or Analytical and this was a great occasion to try them both out. The first morning, desperate to get out of my hospital bed and service my needs, I wriggled, waved my legs in the air and groaned for over half an hour before...

Anna Karenina and Client Encounters

Anna Karenina and Client Encounters All happy families are alike; each unhappy family is unhappy in its own way. This, the first phrase of Tolstoy’s Anna Karenina, is remarkable for how it sticks in the memory. In complex relationships such as with families or clients, Tolstoy teaches us, there is one way to get it right and an almost infinite number of ways to go wrong. To be happy, a family needs security , physical comfort, time together, rituals, mutual consideration, and so on. All happy...

Best practices Exchange for Engineering Team Leaders

I recently setup a Best Practices Exchange (BPXchange) as an experiment in learning through sharing for busy Engineering Team Leaders working in different companies. The challenge was to find a format that would allow added-value exchanges in a reasonable time, taking into account the logistics of scheduling and hosting the virtual meeting, the selection of topics and the facilitation of the exchange. And we did it! The first BPXchanges worked like magic! So, if you’re interested in...

Best Practice Exchange outcomes

The rubber duck image is inspired by a software development "best practice" of sharing difficult problems with a rubber duck. The act of explaining brings clarity and so this technique accelerates software debug. It also follows that a rubber duck learns many best practices over the course of its career … I recently setup a Best Practices Exchange (BPXchange) as an experiment in learning through sharing for busy Engineering Team Leaders working in different companies. The I recently setup a...

Engineering Support Beyond Do, Doc, Done

Do, Doc, Done captures a way of working that is popular among support engineers and which often works well. For example : a case comes my way in the issue tracking system. I fix it (Do), send an email or write a comment when I close the case (Doc) and move on to something else (Done). There’s nothing wrong with this reactive process, but it can be even more powerful when a touch of proactivity is added, in the form of a Double-check. A recent...

Engineers Add More Value with a Balanced Problem Solving Approach

A multi-million dollar chip production line is halted, but it's not clear where the problem is coming from. An independent consulting engineer is called in. She walks all around the production floor looking at the screens, the indicators, the dials, the cables, the mousetraps. She examines some log files and makes a Google search. Then she edits two lines in a particular configuration file, and all is well again. The plant manager is extremely happy until he receives her invoice: €10,000. He...

Helping Engineers Maximise the Positive Impact of their Expertise

It's well known that many professionals have difficulty communicating with people outside their speciality and it's not unusual for start-ups to be frustrated by an indifferent world – "why does nobody appreciate our great idea??"! Ironically, this problem exists because we're intelligent. If we weren’t preoccupied by the complexity of our subject, then we'd get to the point more easily, our explanations would resonate with others and we'd grow in confidence and skill. As it is, we tie...

Circuit Archaeology with the Help of Amiq

What do you do when you have to perform risk analysis on a 20 year old circuit design and the information available consists of 30 vintage, undocumented VHDL files? (VHDL is a Hardware Description Language – an HDL).In my case, a quick email not only provided the solution, it also restored my faith in human nature and the power of generosity and trust in business.A couple of years ago, I was lucky enough to visit Amiq’s offices in Bucarest to stage a communication methodology...

The Customer-Facing Few

Consider what it takes to build an aircraft carrier and put it out to sea. Tens of thousands of contractors crossing multiple disciplines, organisations, states and countries are involved. Another ten thousand or so do the actual construction. About five thousand sailors then sail it out of port. Finally, a handful of pilots take to the sky. And so the ultimate success of seventy to eighty thousand people depends on these few pilots – the only ones to actually make contact with the...

Team Building and Training as One Activity

Nowadays, classroom-based professional training is all about learning activities – labs, simulations, role plays, serious games, and so on. Over the past ten years, I would say, there has been a major shift away from subject matter lectures towards experimentation and coaching (the business of acquiring information and theory tends to be done online wherever possible). As well as a place for experimentation, classroom training also provides great opportunities for team building. Of...

Teledyne Dalsa Warding Off the Hurry Monster

The Hurry Monster (not to be confused with the Worry Monster – a cuddly toy – and the Panic Monster – a superb invention of Tim Urban’s) frightens us into rushing tasks that we would otherwise perform brilliantly. And he can have a disastrous effect on Customer Communication. He’s looming in the background of the above group photo, taken after a training on Excellence in Customer Communication at Teledyne Dalsa in Krailling, Germany, last month. Martin Grzymek’s, Teledyne Dalsa’s Director of...

Energy Control & Pre-Match Planning – the Axcelis example

Axcelis knows how to manage high energy with precision – its core business is the supply of ion implanters to the semiconductor industry. The company provides vital machines for the manufacturing process behind modern electronics. Axcelis certainly contributed to building the device with which you are reading these words! The training program that we’ve launched together aims to harness a different kind of energy – the human kind – and apply it with precision to the challenging task of...

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