Strategy & Business Winning Workshops

Perhaps the most significant capability gaps we see in business today are those relating to Strategy, Sales & Marketing. With this in mind, we have designed and developed a unique range of practical courses focused on addressing the most important aspects of these capability gaps.

Select from our most popular, unique workshops!



  • Doing Business in Defence Doing Business in Defence

    Doing Business in Defence

    Build your foundational knowledge of the Australian Defence Sector and how to do business in this highly specialised arena
    Successful Strategic Planning Successful Strategic Planning

    Successful Strategic Planning

    Learn a standard repeatable process for defining your strategy and making better decisions on the allocation of resources in pursuit of growth
    Successful Business Winning Successful Business Winning

    Successful Business Winning

    Improve your win rates across all forms of your organisation’s new business winning activities
    Successful Marketing & Presentations Successful Marketing & Presentations

    Successful Marketing & Presentations

    Pitch and present more effectively with the right customer value propositions
    Successful Quad Charts Successful Quad Charts

    Successful Quad Charts

    More powerfully market your offerings to domestic and global Defence customers
    Successful Defence Trade Shows Successful Defence Trade Shows

    Successful Defence Trade Shows

    Maximise the return on investment you make in key Defence industry trade shows events and exhibitions
    Successful Defence Tendering Successful Defence Tendering

    Successful Defence Tendering

    Increase your Defence tendering capability and overall win-rate
    Defence Trade Mission Ready Defence Trade Mission Ready

    Defence Trade Mission Ready

    Extract maximum value from your approach to and attendance at key Defence Industry trade missions
    Successful Defence Exporting Successful Defence Exporting

    Successful Defence Exporting

    Give your organisation the greatest chance for success in the defence exporting arena



    Doing Business in Defence

    Build your foundational knowledge of the Australian Defence Sector and how to do business in this highly specialised arena.

    duMonde’s doing Business in Defence course is a highly focused and practical foundational course designed to give individuals and their business the essential insights needed to be more successful business winners in this critical economic market. Incorporating the latest insights from the First Principles Review, 2016 Defence White Paper, Defence Industry Policy Statement and Integrated Investment Plan, this workshop will directly assist those looking to enter or grow their presence in the Australian Defence Sector by providing them with “must know” information on the “What, Who and How” aspects of doing business in this very unique and challenging industry.

    Upon completion of this workshop, you will achieve a better understanding of:

    •   Global Defence market trends & influencing factors as relevant to doing business in Australia
    •   The avenues for securing work in the Australian Defence Sector
    •   The Australian Defence Organisation and the Australian Defence stakeholder environment
    •   The Defence Industry landscape in Australia—key players
    •   Winning business in the Australian Defence Sector as well as through export
    •   The importance of developing a robust value proposition for your defence customers
    •   The Australian Defence Industry support initiatives

    Topics Covered

    With the aim of helping individuals, organisations and industry associations enter or expand their existing footprint in the Australian Defence Sector, duMonde has developed this highly specialised workshop covering the following topics:

    •   2016 Defence White Paper
    •   2016 Integrated Investment Plan
    •   2016 Defence Industry Policy Statement
    •   The Defence & Industry Partnership Model
    •   Need-to-know Information on the Defence Procurement Process
    •   Defence Exporting and the Global Supply Chain Program

    Successful Strategic Planning

    Learn a standard repeatable process for defining your strategy, setting direction and making better decisions on the allocation of resources in pursuit of growth.

    Our Successful Strategic Planning Workshop is designed to help organisations achieve sustainable success in an ever changing and competitive marketplace. It aims to equip key decision-makers with practical tools and techniques needed to plan for the organisation's future, build short and long-term value and deliver strategic outcomes.

    Upon completion of this workshop, you will achieve a better understanding of:

    •   What is Strategic Planning and thinking
    •   Undertaking situational analysis to assess present state
    •   How to define and identify key Issues
    •   Customer and Competitor Analysis
    •   How to match company goals and objectives with your strategy
    •   Generating Strategic Options to execute your strategy
    •   How to evaluate strategy implementation, including balanced scorecards

    Topics Covered

    Designed by duMonde to help small-and-medium sized enterprises to enhance their strategic planning capabilities, this practical and targeted course covers the following topics:

    •   Concept of strategy and the value it can bring to your organisation
    •   Practical 5-Stage Strategic Planning process which you can implement in your organisation
    •   Using strategy analysis tools to make key decisions at each step of the Strategic Planning process
    •   Identifying WHAT strategy your firm should pursue
    •   Identifying HOW your firm should go about adopting and executing a given strategy.

    Successful Business Winning

    Improve your win rates across all forms of your organisation’s new business winning activities.

    Based on years of experience, our Successful Business Winning Workshop is a full-day workshop that will breakdown and simplify the business winning processes and provide tested and dedicated approaches to improve your company's overall success rate. Ultimately, it will equip you with the necessary knowledge and tools to dramatically enhance your proposal/tender management, writing skills and overall "business winning" capability.

    Upon completion of this workshop, you will achieve a better understanding of:

    •   Opportunity identification
    •   Gathering market intelligence
    •   Key considerations in opportunity assessment
    •   Conducting an early bid/no bid analysis
    •   Win strategy solutions including assessment of customer Hot Buttons, SWOT analysis, and your competitive discriminators
    •   Proposal development, including tips for your Executive Summary, pricing to win and ensuring bid compliance
    •   The 10 most common mistakes made in responses
    •   Validating the bid and final submit/no submit decision

    Topics Covered

    With the aim of helping individuals, businesses and organisations looking to secure more wins from target opportunities, duMonde has developed this unique and practically-based course covering the following topics:

    •   The importance of aligning the company’s business winning activity with the overall strategy of the company
    •   Developing consistently high quality responses built on the Business Winning Pyramid approach
    •   Defining a compelling value proposition for all Business Winning submissions
    •   Best-practice tools and techniques for proposal activity planning and managing tender/proposal submissions
    •   Increasing your firm’s capabilities to secure more “wins” from target opportunities (increasing your “win rate”)

    Successful Marketing & Presentation

    Pitch and present more effectively with the right customer value propositions and presentation skills.

    Developed by duMonde, our Successful Marketing & Presentations Workshop is a practical full-day workshop designed to help you deliver customer targeted and results-focused marketing presentations. This workshop specifically focuses on the development and presentation of more successful marketing materials to prospective suppliers at all levels of the supply-chain.

    Upon completion of this workshop you will achieve a better understanding of:

    •   Market trends and influencing factors relevant to doing business in Australia and overseas
    •   How to analyse and define your customers “Hot Buttons”
    •   Developing a robust value proposition tailored for each of your customers
    •   The elements of an effective Elevator Pitch
    •   How to produce a powerful Company Capability Statement
    •   Presenting an effective Corporate Presentation, including leaving a hook in your pitch to trigger a “follow-up” action

    Topics Covered

    Designed to transfer real-life knowledge and practical business experience, this course will help small-and-medium sized enterprises to strengthen their presentation and marketing materials through these key topics:

    •   Understand what a Customer Value Proposition (CVP) is and its importance from a business winning perspective
    •   Recognise the importance of understanding your target customer’s needs and wants and some techniques for achieving this
    •   Learn the basic elements of a strong and compelling value proposition and how to apply this for each of your target customers
    •   Learn how to embed strong CVP’s into your business winning approach to increase your chances of success.

    Successful Quad Charts

    More powerfully market your offerings to domestic and global Defence customers

    As the market-leader in Successful Quad Chart training, duMonde has designed this course to provide small-and-medium enterprises with the skills to create this essential marketing tool for the Defence sector. The Quad Chart is required by many Defence sector customers in support of visits to key Defence and Aerospace industry trade shows, events and introductory meetings.

    Upon completion of this workshop you will achieve a better understanding of:

    •   The target audience of your Quad Chart and what they are looking for
    •   How to develop a compelling Value Proposition across the spectrum of Defence marketing materials including your Quad Chart
    •   Quad Chart layout including the various elements and the logic that sits behind each
    •   How to develop an effective Value Proposition and Elevator Pitch which directly relates to the Quad Chart
    •   Presentation skills required for SME’s to successfully present their Quad Charts and Elevator Pitches
    •   The importance of creating a good first impression with professionalism and confidence

    Topics Covered

    Designed to transfer duMonde’s market-leading knowledge and practical business experience, this course will help small-and-medium sized enterprises to market their offerings in the domestic and international Defence sectors and cover the following topics:

    •   Analysing your target audience
    •   Defining your Value Proposition
    •   Developing your Quad Chart and other marketing materials
    •   Successful Delivery
    •   Effective follow up and evaluation

    Successful Defence Trade Shows

    Maximise the return on investment you make in key Defence industry trade shows events and exhibitions

    Trade Shows are recognised as a key marketing platform across all sectors. duMonde’s Successful Trade Shows workshop provides trade show delegates of all levels of experience with the essential insights on how to transform trade show attendance into a significant business winning opportunity.

    Upon completion of the workshop you will achieve a better understanding of how to:

    •   Analyse the market, your customers and competitors to define a successful trade show strategy
    •   Integrate trade shows as part of your company’s Business Winning programs
    •   Maximise return on investment in trade shows with an effective show plan
    •   Plan, draft, and present your company Value Proposition and Elevator Pitches ahead of a trade show
    •   Follow-up after the show and evaluate your overall performance

    Topics Covered

    With the aim of helping firms to get the most out of trade shows, duMonde has developed this course around the following topics:

    •   Identify realistic outcomes from a Trade Show
    •   Integrate Trade Shows as part of your company’s Business Winning programs
    •   Deliver a successful presentation or pitch, within or outside the Trade Show environment
    •   Prepare your Trade Show Value Proposition and Elevator Pitches
    •   Discover the importance of creating a good first impression
    •   Apply the techniques for following-up after a show and evaluating your overall performance

    Successful Defence Tendering

    Increase your Defence tendering capability and overall win-rate

    Based on practical knowledge and experience, our Successful Tendering Workshop is a full-day workshop focused on enhancing your company’s approach to the tendering process. It will provide participants with tested and dedicated approaches to improve their company’s overall success rate when dealing with new business winning related tendering opportunities.

    Upon completion of this workshop you will achieve a better understanding of:

    •   Opportunity identification and gathering market intelligence
    •   When and why to Gate Review for your bid
    •   How to undertake colour team reviews, at all stages of the process
    •   The key elements of Capture Planning including strategic fit, customer and competitor analysis
    •   Win strategy solutions including assessment of customer Hot Buttons, SWOT analysis, and your competitive discriminators
    •   Undertaking a bid/no bid analysis based on opportunity versus risk
    •   Proposal development, including story boards, tips for your Executive Summary, pricing to win and ensuring bid compliance
    •   The 10 most common mistakes made in responses
    •   Validating the bid and final submit/no submit decision
    •   Post submission transition to delivery planning

    Topics Covered

    Designed to help small-and-medium sized enterprises and larger industry organisations to enhance and improve their tendering and overall business winning capabilities, duMonde’s highly successful course transfers real-life knowledge and practical business experience covering the following topics:

    •   Identifying Opportunities
    •   Opportunity Assessment
    •   Preparing your Pitch
    •   Win Strategy and Solution
    •   Proposal Management Plan
    •   Proposal Development
    •   Submission and Post-submission

    Defence Trade Mission Ready

    Extract maximum value from your approach to and attendance at key Defence Industry trade missions

    Whether this is your first Trade Mission or you are an experienced Trade Mission delegate, completion of duMonde’s Trade Mission Ready workshop will ensure you are fully equipped with the insights, tools and techniques you need to make the most of the fantastic business winning opportunities Trade Missions present.

    Upon completion of this workshop you will achieve a better understanding of:

    •   The elements required for a Successful Trade Mission
    •   The benefits of participating in Trade Missions
    •   The planning process and timetable for an effective mission
    •   How to quantify and measure the success of the mission
    •   How to analyse and define your customer’s “Hot Buttons”
    •   Developing a robust value proposition tailored for each of your target customers
    •   Best practices for effective engagement

    Furthermore, participants are given the opportunity to rehearse the delivery of their Trade Mission pitches in front of an audience whilst benefitting from personalised and practical feedback and coaching from experienced industry experts.


    Topics Covered

    With the aim of helping firms to get the most out of international trade missions and based on extensive experience, duMonde has developed this course around the following topics:

    •   Define and set realistic goals and objectives for the Trade Mission
    •   Identify and understand your target audience
    •   Develop and successfully present a strong “value-proposition” across a spectrum of marketing materials
    •   Be better positioned to make a good first impression by delivering a strong and focused presentation with professionalism and confidence
    •   Use effective techniques for following-up after a meeting or presentation
    •   Expand your professional network with fellow trade-mission attendees ahead of the show

    Successful Defence Exporting

    Give your organisation the greatest chance for success in the defence exporting arena

    Our full-day Successful Exporting workshop provides you with the essential knowledge, information and supporting tools required to more confidently access and pursue exporting opportunities in the global market. It is also aligned with the global export programs of both Government and Industry. The workshop is crucial to any business that is exporting or considering exporting goods or services in key overseas markets.

    Upon completion of this workshop you will achieve a better understanding of:

    •   Australia’s export market trends and influencing factors in Australia’s key export markets
    •   Selecting the right export market
    •   Pathways to international market entry
    •   Gathering Market, Customer and Competitor Intelligence
    •   Developing a robust value proposition for your export customers
    •   Having an international marketing strategy
    •   The importance of choosing the right agent or distributor
    •   Free Trade Agreements
    •   The significance of HS Codes & Rule of Origins (ROO)
    •   Key export assistance and funding options
    •   Differing legal systems and Australia’s export controls

    Topics Covered

    With the aim of helping firms approach export opportunities in an informed and structured fashion, duMonde has developed this workshop covering the following topics:

    •   Discover the streamlined journey of successful exporters
    •   Developing and implementing a market entry strategy
    •   Conducting export market research and competitor analysis
    •   Developing commercial acumen and export marketing skills
    •   Understanding financing exports including pricing and payment methods
    •   Overcoming export barriers to entry including non-tariff barriers
    •   Understanding intellectual property, legal factors, licenses and concessions
    •   Discovering the benefits and importance of trade missions
    •   Accessing export assistance programs, funding grants and awards


  • Successful Strategic PlanningSuccessful Strategic Planning

    Successful Strategic Planning

    Learn a standard repeatable process for defining your strategy and making better decisions on the allocation of resources in pursuit of growth
    Successful Business WinningSuccessful Business Winning

    Successful Business Winning

    Improve your win rates across all forms of your organisation’s new business winning activities
    Successful Marketing & PresentationSuccessful Marketing & Presentation

    Successful Marketing & Presentations

    Pitch and present more effectively with the right customer value propositions and presentation skills
    Successful Trade ShowsSuccessful Trade Shows

    Successful Trade Shows

    Maximise the return on investment you make in key industry trade shows events and exhibitions.
    Successful TenderingSuccessful Tendering

    Successful Tendering

    Increase your tendering capability and overall win-rate
    Trade Mission ReadyTrade Mission Ready

    Trade Mission Ready

    Extract maximum value from your approach to and attendance at key Industry trade missions
    Successful ExportingSuccessful Exporting

    Successful Exporting

    Give your organisation the greatest chance for success in the exporting arena



    Successful Strategic Planning

    Our Successful Strategic Planning Workshop is designed to help organisations achieve sustainable success in an ever changing and competitive marketplace. It aims to equip key decision-makers with practical tools and techniques needed to plan for the organisation's future, build short and long-term value and deliver strategic outcomes.

    Upon completion of this workshop, you will achieve a better understanding of:

    •   What is Strategic Planning and thinking
    •   Undertaking situational analysis to assess present state
    •   How to define and identify key Issues
    •   Customer and Competitor Analysis
    •   How to match company goals and objectives with your strategy
    •   Generating Strategic Options to execute your strategy
    •   How to evaluate strategy implementation, including balanced scorecards

    Topics Covered

    Designed by duMonde to help small-and-medium sized enterprises to enhance their strategic planning capabilities, this practical and targeted course covers the following topics:

    •   Concept of strategy and the value it can bring to your organisation
    •   Practical 5-Stage Strategic Planning process which you can implement in your organisation
    •   Using strategy analysis tools to make key decisions at each step of the Strategic Planning process
    •   Identifying WHAT strategy your firm should pursue
    •   Identifying HOW your firm should go about adopting and executing a given strategy.

    Successful Business Winning

    Based on years of experience, our Successful Business Winning Workshop is a full-day workshop that will breakdown and simplify the business winning processes and provide tested and dedicated approaches to improve your company's overall success rate. Ultimately, it will equip you with the necessary knowledge and tools to dramatically enhance your proposal/tender management, writing skills and overall "business winning" capability.

    Upon completion of this workshop, you will achieve a better understanding of:

    •   Opportunity identification
    •   Gathering market intelligence
    •   Key considerations in opportunity assessment
    •   Conducting an early bid/no bid analysis
    •   Win strategy solutions including assessment of customer Hot Buttons, SWOT analysis, and your competitive discriminators
    •   Proposal development, including tips for your Executive Summary, pricing to win and ensuring bid compliance
    •   The 10 most common mistakes made in responses
    •   Validating the bid and final submit/no submit decision

    Topics Covered

    With the aim of helping individuals, businesses and organisations looking to secure more wins from target opportunities, duMonde has developed this unique and practically-based course covering the following topics:

    •   The importance of aligning the company’s business winning activity with the overall strategy of the company
    •   Developing consistently high opportunity responses built on the Business Winning Pyramid approach
    •   Defining a compelling value proposition for all Business Winning submissions
    •   Best-practice tools and techniques for proposal activity planning and managing tender/proposal submissions
    •   Increasing your firm’s capabilities to secure more “wins” from target opportunities (increasing your “win rate”)

    Successful Marketing & Presentation

    Developed by duMonde, our Successful Marketing & Presentation Workshop is a practical full-day workshop designed to help you deliver customer targeted and results-focused marketing presentations. This workshop specifically focuses on the development and presentation of more successful marketing materials to prospective supplier at all levels of the supply-chain.

    Upon completion of this workshop you will achieve a better understanding of:

    •   Market trends and influencing factors relevant to doing business in Australia and overseas
    •   How to analyse and define your customers “Hot Buttons”
    •   Developing a robust value proposition tailored for each of your customers
    •   The elements of an effective Elevator Pitch
    •   How to produce a powerful Company Capability Statement
    •   Presenting an effective Corporate Presentation, including leaving a hook in your pitch to trigger a “follow-up” action

    Topics Covered

    Designed to transfer real-life knowledge and practical business experience, this course will help small-and-medium sized enterprises to strengthen their presentation and marketing materials through these key topics:

    •   Understand what a Customer Value Proposition (CVP) is and its importance from a business winning perspective
    •   Recognise the importance of understanding your target customer’s needs and wants and some techniques for achieving this
    •   Learn the basic elements of a strong and compelling value propositions and how to apply this for each of your target customers
    •   Learn how to embed strong CVP’s into your business winning approach to increase your chances of success.

    Successful Tendering

    Based on practical knowledge and experience, our Successful Tendering Workshop is a full-day workshop focused on enhancing your company’s approach to the tendering process. It will provide participants with tested and dedicated approaches to improve their company’s overall success rate when dealing with new business winning related tendering opportunities.

    Upon completion of this workshop you will achieve a better understanding of:

    •   Opportunity identification and gathering market intelligence
    •   When and why to Gate Review for your bid
    •   How to undertake colour team reviews, at all stages of the process
    •   The key elements of Capture Planning including strategic fit, customer and competitor analysis
    •   Win strategy solutions including assessment of customer Hot Buttons, SWOT analysis, and your competitive discriminators
    •   Undertaking a bid/no bid analysis based on opportunity versus risk
    •   Proposal development, including story boards, tips for your Executive Summary, pricing to win and ensuring bid compliance
    •   The 10 most common mistakes made in responses
    •   Validating the bid and final submit/no submit decision
    •   Post submission transition to delivery planning

    Topics Covered

    Designed to help small-and-medium sized enterprises and larger industry organisations to enhance and improve their tendering and overall business-winning capabilities, duMonde’s highly successful course transfers real-life knowledge and practical business experience covering the following topics:

    •   Identifying Opportunities
    •   Opportunity Assessment
    •   Preparing your Pitch
    •   Win Strategy and Solution
    •   Proposal Management Plan
    •   Proposal Development
    •   Submission and Post-submission

    Successful Trade Shows

    Trade Shows are recognised as a key marketing platform across all sectors. duMonde’s Successful Trade Shows workshop provides trade show delegates of all levels of experience with the essential insights on how to transform trade show attendance into a significant business winning opportunity.

    Upon completion of the workshop you will achieve a better understanding of:

    •   Analyse the market, your customers and competitors to define a successful trade show strategy
    •   Integrate trade shows as part of your company’s Business Winning programs
    •   Maximise return on investment in trade shows with an effective show plan
    •   Plan, draft, and present your company Value Proposition and Elevator Pitches ahead of a trade show
    •   Follow-up after the show and evaluate your overall performance

    Topics Covered

    With the aim of helping firms to get the most out of trade shows , duMonde has developed this course around the following topics:

    •   Identify realistic outcomes from a Trade Show
    •   Integrate Trade Shows as part of your company’s Business Winning programs
    •   Deliver a successful presentation or pitch, within or outside the Trade Show environment
    •   Prepare your Trade Show Value Proposition and Elevator Pitches
    •   Discover the importance of creating a good first impression
    •   Apply the techniques for following-up after a show and evaluating your overall performance

    Trade Mission Ready

    Whether this is your first Trade Mission or you are an experienced Trade Mission delegate, completion of duMonde’s Trade Mission Ready workshop will ensure you are fully equipped with the insights, tools and techniques you need to make the most of the fantastic business winning opportunities Trade Missions present.

    Upon completion of this workshop you will achieve a better understanding of:

    •   The elements required for a Successful Trade Mission
    •   The benefits of participating in Trade Missions
    •   The planning process and timetable for an effective mission
    •   How to quantify and measure the success of the mission
    •   How to analyse and define your customer’s “Hot Buttons”
    •   Developing a robust value proposition tailored for each of your target customers
    •   Best practices to for effective engagement

    Furthermore, participants are given the opportunity to rehearse the delivery of their Trade Mission pitches in front of an audience whilst benefitting from personalised and practical feedback and coaching from experienced industry experts.


    Topics Covered

    With the aim of helping firms to get the most out of international trade missions and based on extensive experience, duMonde has developed this course around the following topics:

    •   Define and set realistic goals and objectives for the Trade Mission
    •   Identity and understand your target audience
    •   Develop and successfully present a strong “value-proposition” across a spectrum of marketing materials
    •   Be better positioned to make a good first impression by delivering a strong and focused presentation with professionalism and confidence
    •   Use effective techniques for following-up after a meeting or presentation
    •   Expand your professional network with fellow trade-mission attendees ahead of the show

      Download

    Successful Exporting

    Our full-day Successful Exporting workshop provides you with the essential knowledge, information and supporting tools required to more confidently access and pursue exporting opportunities in the global market. It is also aligned with the global export programs of both Government and Industry at large. The workshop is crucial to any business that is exporting or considering exporting goods or services in key overseas markets.

    Upon completion of this workshop you will achieve a better understanding of:

    •   Australia’s export market trends and influencing factors in Australia’s key export markets
    •   Selecting the right export market
    •   Pathways to international market entry
    •   Gathering Market, Customer and Competitor Intelligence
    •   Developing a robust value proposition for your export customers
    •   Having an international marketing strategy
    •   The importance of choosing the right agent or distributor
    •   Free Trade Agreements
    •   The significance of HS Codes & Rule of Origins (ROO)
    •   Key export assistance and funding options
    •   Differing legal systems and Australia’s export controls

    Topics Covered

    With the aim of helping firms approach export opportunities in an informed and structured fashion, duMonde has developed this workshop covering the following topics:

    •   Discover the streamlined journey of successful exporters
    •   Developing and implementing a market entry strategy
    •   Conducting export market research and competitor analysis
    •   Develop commercial acumen and export marketing skills
    •   Understand financing exports including pricing and payment methods
    •   Overcoming export barriers to entry including non-tariff barriers
    •   Understanding intellectual property, legal factors, licenses and, concessions
    •   Discovering the benefits and importance of trade missions
    •   How to access export assistance programs, funding grants and awards

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Training Solutions & Capability Partnerships

duMonde recognises that many companies struggle with insufficient depth of skill and capability within their businesses. By working with clients through Training Capability Partnerships (TCP), duMonde effectively identifies, prioritises, sources and delivers valuable and targeted training solutions without the need for the client to carry the cost of a full-time, internal Learning & Development resource.
Want to learn more about duMonde’s other training and professional development solutions?
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