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國際工程市場開發(fā)與客戶管理實(shí)戰(zhàn)訓(xùn)練營

Chapter 1. Market Intelligence & Opportunity Hunting  
1.1 Case: Tracking Qatar National Vision 2036 Projects  
1.2 Early-Warning System for Infrastructure Pipelines  
1.3 Competitor Win-Loss Pattern Analysis  
1.4 Client Budget Cycle Alignment Tactics  
1.5 Opportunity Scoring Matrix (Risk-Return)

Chapter 2. Client Persona & Buying Journey  
2.1 Case: Saudi Aramco Decision-Making Map  
2.2 Stakeholder Influence Grid Workshop  
2.3 Client Pain Point Interview script  
2.4 Buying Center Role Identification  
2.5 Value Proposition Canvas Live

Chapter 3. Value-based Offer Design  
3.1 Case: Moroccan Solar Park Value Engineering  
3.2 Whole-Life Cost vs Initial Cost Pitch  
3.3 Performance Guarantee Calculation  
3.4 Sustainability ROI Storytelling  
3.5 Differentiation Scorecard Tool

Chapter 4. Relationship Building & Trust  
4.1 Case: Japanese Client Long-Term Trust Cycle  
4.2 Gift vs Hospitality Compliance Check  
4.3 Social Media Engagement Playbook  
4.4 Crisis Support as Relationship Accelerator  
4.5 Trust Equation Measurement

Chapter 5. Strategic Sales Pipeline Management  
5.1 Case: Philippine PPP Pipeline Conversion  
5.2 Lead-to-Cash Flow Mapping  
5.3 Pipeline Velocity KPI Setting  
5.4 Bid-Nurture Campaign Design  
5.5 Lost Deal Autopsy Template

Chapter 6. Digital Marketing for Engineering Services  
6.1 Case: Turkish Contractor linkedIn Lead Gen  
6.2 Technical Blog SEO in 48 Hours  
6.3 Webinar Funnel Construction  
6.4 Email Nurture Sequence Writing  
6.5 Virtual Reality Project Showcase

Chapter 7. Cross-Cultural Client Communication  
7.1 Case: German Directness vs Chinese Indirectness  
7.2 High-Context vs Low-Context Messaging  
7.3 Virtual Meeting Cultural Etiquette  
7.4 Silence Interpretation Exercise  
7.5 Follow-Up Timing Across Cultures

Chapter 8. Negotiation & Closing Techniques  
8.1 Case: South African Contract Signature Push  
8.2 Concession Strategy Simulation  
8.3 Closing Signal Recognition  
8.4 Price Justification script  
8.5 Urgency Creation Without Pressure

Chapter 9. Client Success & Account Expansion  
9.1 Case: Korean Client Repeat Award  
9.2 On-Boarding Excellence Checklist  
9.3 Upsell Timing Indicator  
9.4 Client Success Story Creation  
9.5 Account Expansion Road-Mapping

Chapter 10. KPI Dashboard & Digital CRM  
10.1 Case: Chilean Market Real-Time Funnel  
10.2 Client Health Score Algorithm  
10.3 AI Lead Scoring Setup  
10.4 Mobile CRM for Site Engineers  
10.5 Predictive Client Churn alert

國際工程市場開發(fā)與客戶管理實(shí)戰(zhàn)訓(xùn)練營