success stories and capabilities

Some international success stories and success stories and

capabilities

3 interactive ways to deliver

Our teams of consultants

are working across the globe

in the area of management

consulting and training,

OUR TEAMS OF CONSULTANTS

• ACE Network: assessment

INTERNATIONAL NETWORKS

� Europhil (Germany)� The Scala Group (UK)

� Grupo Inmark (Spain, Portugal)� Cesma (Italy)� BMT (Rumania)

OPERATIONAL PARTNERS

© Bernard Julhiet Group - Tous droits réservés

leadership development,

Human resource and

organisation development.

• Quonsult : consulting & training

• PerformanSe distribution network

� BMT (Rumania)

� Grup Inmark (Latin America)� Park Li (USA)

� RealChange (USA)� Thought Bridge (USA)

� DRVB Consultoria (Brazil)� Whalecom (Argentina)

� Cedar Consulting (Asia) ….

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Our partners’ international network

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© Bernard Julhiet Group - Tous droits réservés 3

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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


� 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

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PerformanSe distribution network

India• Walchand Talent First

� Morocco• Adequation• DéoConseil

� Poland

• Euskapol

� Canada


� Canada• Tandem RH

� Spain• TalentTools – Grupo BLC

� Italy• Risorse

� Switzerland• Optencia• CMC

� Australia• Development beyond Learning

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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

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� Context and objectives of the missionIn 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 mission2 training seminars on change management

Change Management training


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

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� Objectives of the missionThis 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

"Talents for Exploration & Production" training cou rse


� Content of the mission• 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


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Design and animation of a Supply Chain training pro gram

� Context and objectives of the mission• 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

� Content of the mission• 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


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� 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

Project management training


• 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


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eLearning systems to conduct new proposal managemen t

� 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

� Content of the mission

• 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

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� Context and objectives of the missionIn 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)

� Content of the mission

Reorientation of the company project by the values


� Content of the mission• 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 inactions 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


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� Context of the mission• 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

� Content of the mission• Our teams ran a range Management Development programs for OECD including :

International management development for the intern ational public sector


• 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


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� Context of the missionIn 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

� Content of the mission• Our teams developed a leadership programme based on :

> e-learning / a 2-day seminar

Leadership Training for the business unit “Power”


> 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

• Period of mission : 2007

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� Context of the missionJohnson Controls needs to ensure a Consultative Selling with a specific method - SPIN ®

� Content of the missionDevelopment 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

Sales training to sales managers


• 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

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Account Management training

� Context of the missionCiba 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

� Content of the missionA programme based on:




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• Period of mission : 2007

• Training program delivered in Spain

• Delivered by Bernard Julhiet Talent Management based on Huthwaite programs

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