Success stories and capabilities

Some international
success stories and
capabilities

3 interactive ways to deliver

OUR TEAMS INTERNATIONAL OPERATIONAL
OF CONSULTANTS NETWORKS PARTNERS

Our teams of consultants Europhil (Germany)
are working across the globe The Scala Group (UK)
Grupo Inmark (Spain, Portugal)
in the area of management
Cesma (Italy)
consulting and training, • ACE Network: assessment BMT (Rumania)
leadership development,
• Quonsult : consulting & training Grup Inmark (Latin America)
Human resource and
Park Li (USA)
organisation development. • PerformanSe distribution network RealChange (USA)
Thought Bridge (USA)
DRVB Consultoria (Brazil)
Whalecom (Argentina)

Cedar Consulting (Asia) ….

© Bernard Julhiet Group - Tous droits réservés 2

Our partners’ international network

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The ACE network
ACE (Assessment Circle Europe) is a network of consultancy firms who are active in assessment and development. ACE
firms have been brought together by a common professional interest, based on similar approaches and philosophies. Our
purpose is to establish common standards and methodologies, share knowledge and work together on cross-border projects
that benefit our clients.

Belgium
• CPM /Brussels: Competencies management: assessment and development
Denmark
• Marijnissen: assessment and development
France
• K.Personna / Bernard Julhiet Group / Paris: People development processes, HR performance, assessment, coaching
Germany
• TPM / Schwalmtal: Leadership training, target setting & appraisal systems, assessment for recruitment, selection & development, HR
development, coaching, personality development
Italy
• IdeaManagement / Milan: Competencies management, appraisal and skills development
Netherlands
• Interselect / Gorinchem: Recruitment, assessment & development
Portugal
• OptimHom / Lisbon: Recruitment, talent management, competencies management and appraisal
Spain
• IdeaManagement / Madrid: Competencies management, appraisal and skills development
United Kingdom
• The Scala Group / London: Talent management and leadership development


PerformanSe distribution network

India
• Walchand Talent First

Morocco
• Adequation
• DéoConseil

Poland
• Euskapol

Canada
• Tandem RH

Spain
• TalentTools – Grupo BLC

Italy
• Risorse

Switzerland
• Optencia
• CMC

Australia
• Development beyond Learning


Our international references

AREVA : Change Management training

TOTAL : "Talents for Exploration & Production" training course

MICHELIN : Design and animation of a Supply Chain training program

RENAULT : Project Management training

GROUPE MUTUEL : eLearning systems to conduct new proposal management

CGG VERITAS : Reorientation of the company project by the values

OECD : International management development for the international public sector

SCHNEIDER ELECTRIC : Leadership Training for the business unit “Power”

JOHNSON CONTROLS : Sales training to sales managers

CIBA CHEMICALS : Account Management training


Change Management training

Context and objectives of the mission
In a context of deep changes in its activity, its organization, and its culture, Areva decided to develop its managers’ abilities to
participate to the change and to support their teams in this transformation.

Content of the mission
2 training seminars on change management
• Seminar 1 (2 days) : To support managers and teams in the change
• Seminar 2 (1 day) : Approaches and tools to manage change projects

Key facts
• 700 managers concerned
• Training programs delivered in France, United States and Germany
• Period of mission : 2008
• Delivered by Bernard Julhiet Talent Management


"Talents for Exploration & Production" training course

Objectives of the mission
This new training programme enables high potential managers :
• Have a clear vision of what makes an E&P manager
• Have a more in-depth awareness and understanding of the business dimension of E&P at Total
• Implement development actions for the company and for the participants
• Dynamise the network of E&P managers

• Our teams devised a seminar-based training programme, in which the participants carry out an individual project prior to the
seminar and a small group business project assigned by E&P managers after the seminar

Key facts
• 40 managers participate in the programme each year
• Delivered in English with seminars in France, USA and Angola
• Period of mission : 2003 -2007


Design and animation of a Supply Chain training program

• Michelin rebuild its worldwide Supply Chain organisation and management
• In the context of this reorganisation, Michelin wishes to improve its profit level while ensuring an excellent customer service level

• Design and launch of a training module concerning the management of line products’ supply chains
• This training is delivered to the Executive Committees of 14 European plants

Key facts
• Training in Europe, in Asia, in the United States and in South America.
• 1 000 people concerned
• Period of mission : since 2002 and still on going


Project management training

Objectives of the mission
• Consolidate the strategic steering of major projects that the Sales Division wishes to deploy at international level
• Our teams’ input is focused on the project owners and project managers

Content of the training course
• Systematic training concerned with the start up of the project, the initial phases
• This training sets up a common culture of project and of a new management, it is also a prerequisite for all persons who are
called upon to manage a new project
• Further training is subsequently offered to each project team in order to ensure proficient use of project management tools

Key facts
• These training courses are delivered in English in the UK, Hungary, Poland, Rumania and Switzerland
• Period of mission : since 2005


eLearning systems to conduct new proposal management

Context of the mission

To ensure the set up of its Performance Management systems, our teams worked with Groupe Mutuel through an eLearning training program and
its integration into the LMS

• Design and development of an eLearning training program intended to 1500 people working on a new SI and 600 people in relation with
clients.
• Design and implementation of an eLearning training program devoted to:
> Present all « health insurance » products range
> Enabe teams to sell these products
> Insure the well-know of the « health insurance » offer, in a context of new employees integration

Key facts
• Period of mission : 2006-2007
• Training program delivered in Switzerland.
• Delivered by iProgress


Reorientation of the company project by the values

In an environment in deep change (very significant technological developments and Asian competition), CGG feels the need to lead in
parallel two types of action:
• Revisit its strategy and its axes of differentiation
• Establish the transformations to come on a strong " cultural " base, mixing deep-rooted values (responsibilities and
entrepreneurial sense) with desired evolutions to face the challenges to come (larger sense of result and internal co-operation)

• Accompaniment of the general direction in the formalization of its model of management
• Preparation and animation of a seminar for the « top 100 » devoted to « management by the values»
• Animation of a reflexion within 10 groups of top executives, after exchange with the Executive Committee of the Group, to put in
actions the values and to elaborate a " Guide of the Behaviors " intended for the whole collaborators of the Group
• Barometer of the management practices
> Set up (by internet questionnaire) of an annual « barometer » of the management practices. This regular measure,
focused on the key points of the management model, constitutes an essential element of the running of the management
improvement actions to undertake each year

Key facts
• Period of mission : 2004 – 2007


International management development for the international public sector

• The OECD aggregates 30 member countries in an organization that provides governments with a setting in which to discuss,
develop and perfect economic and social policy. They compare experiences, seek answers to common problems and work to co-
ordinate domestic and international policies

• Our teams ran a range Management Development programs for OECD including :
> ‘Manager As Coach’
> ‘Dealing with Diversity’
> ‘Saving Time For You and Your Team’

Key facts
• The client was delighted with the success of these modules, in particular, with our international approach
• We are currently planning modules on ‘Communications’ and ‘New Manager’ development, in addition to team building events
at senior level


Leadership Training for the business unit “Power”

In a context of deep-rooted change, Power, business unit of Schneider Electric, wishes to make its managers the key actors in driving
the change process

• Our teams developed a leadership programme based on :
> e-learning / a 2-day seminar
> constitution of peer groups and training of a group of mentors
• Leadership themes dealt with:
> Developing individual performance
> Committing yourself and mobilizing others
> Showing enterprise when faced with change
> Developing cooperation / Acting quickly

Key facts
• This programme is aimed at all managers (including the Executive Committee) as well as project managers in all countries in
which Power is present: i.e. France, Mexico, China India
• 300 middle managers, including 150 international managers


Sales training to sales managers

Johnson Controls needs to ensure a Consultative Selling with a specific method - SPIN ®

Development of a methodogic approach meant to transform a product sale into a solution sale in a growth context
A programme based on:
• Face to face meetings
• Learning based on skill practices and action plans
The mains themes approached during the training:
• Stages of a successful sales call
• Uncovering and developping buyer needs, buying cycle and SPIN overview / Questionning approach
• Developping meeting buyer needs, demonstrating capability
• Obtaining commitment / Planning sales call
• Handling vs preventing objections

Key facts
• 60 people trained
• Training program delivered in Belgium for Spanish, Italian, Egyptian and Turkish people
• Delivered by Bernard Julhiet Talent Management based on Huthwaite SPIN ® selling approach


Account Management training

Ciba Chemicals wished to improve its account management through a common mindset, languages, attitude and behaviour of sales
professionals, in order to ensure profitable sales growth

A programme based on:
• Face to face meetings
Account management themes dealt with:
• The buying cycle
• SPIN questionning approach, relationship development and consultative selling
• Generating value, value proposition / Account navigation
• Dealing with competition / Dealing with difficult customers
• Objection handling

Key facts
• Training program delivered in Spain
• Delivered by Bernard Julhiet Talent Management based on Huthwaite programs


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