The specific form of simulation used in the learning experiences I offer is referred to as "scenario branching" In that approach the participants, either individuals or teams, are given the role of advising a person who has specific job responsibilities. Those job responsibilities are defined and the people associated with that job are identified. Then the participants are presented with a series of scenarios. The scenarios are structured in a way so the advice given takes the form of a "Yes" or a "No" response to a question asking for advice. If the response is Yes, the participants are directed to a specific new scenario. If the response is No, the participants are directed to a different specific new scenario. This process occurs over four distinct rounds of activity. After the fourth round, the participants receive a summary of all the decisions they made in each of the four rounds as they moved through the branching network. That summary provides information about why the choice made was either right or wrong. If the choice was right they receive a more positive score. If it was wrong they receive a more negative score. Finally, all these scores are summed and a final overall score is available to the participants. That final overall score then can be compared to the highest possible score and the lowest possible score.
Managing Key Accounts
This simulation is designed for delivery at large sales meetings. It has been delivered at the national sales meetings for Nellcor Puritan Bennett, Coldwell Banker, Raychem, and Genentech. There has been as many as 400 participants in these meetings. The focus of this learning experience is on 3rd Era Selling. With the impact of the internet, the increased involvement of executives in the buying process, and the increase in the need to negotiate to a final sale decision there has been a fundamental shift in the customer's expectation of the sales person. It is no longer enough to be a source of information, to uncover and meet customer needs, or to be an effective problem solver. The sales person now needs to be an active partner with the customer. The 3rd Era sales person adopts the perspectives of the CEO of his/her own company and the CEO of their customer's company. Diagnostic skills now are paramount. This simulation has been published in book form and it is available on Amazon U.S and Amazon Europe. The title is Managing Key Accounts.
The Influence Game
This simulation is designed for people who work across organizational boundaries. Typically, that could be employees in staff jobs or people who work on project teams. More broadly, this simulation is for anyone who needs to get their job done through others over whom they have no traditional forms of organizational control. This simulation is based on the high payoff behaviors for success in an influence job in a complex organization.
The Project Management Game
Project teams tend to be high risk endeavors. As many as 60% of project teams fail. Most project teams exceed their schedule and cost projections by more than 100%. The seeds for project failure sometimes start at the inception of the project. Many more of the factors that spawn project failure arise on a day-to-day basis where bad decisions are made about emerging problems. This simulation provides the participants with a safe low-risk opportunity to launch a project with maximum potential for success and the opportunity to avoid project failure by making good decisions in the implementation of the project effort.
The entry of Millennials (people born between 1985 and 2005) into the job market has raised a whole new set of challenges for the designers of corporate training programs. Employees from this demographic grew up in the computer era. They spent a lot of time in front of a computer screen playing games. Many of them read and enjoyed a series of books titled Create Your Own Adventure. Business is moving in the direction of incorporating gamification into their library of courses. All of the simulations I offer are designed to respond to the need for more learning experiences that demonstrate the characteristics of a business game.