Daydream is an international travel agency with branches in the high streets of most cities and large towns. The participant plays the role of a manager with responsibility for selling holidays aimed at the over fifties market. On joining the company he/she was given specific responsibility for revitalising this area of the business. The participant has to meet with a regional head of sales to persuade him/her to give more emphasis to the over fifties market sector and gain his/her support for a range of initiatives that the participant would like to put in place.
Participants represent the UK marketing team for an international pharmaceutical company. The task is to draw up a business case and marketing plan for the launch of a new product into Europe. Participants are given information relating to the new product and its position within both the company’s existing product portfolio and the external market. The marketing plan should include a financial assessment, covering projected sales, profitability and anticipated A & P spend.
Participants assume the roles of team leaders who are working on the design of a new factory that will produce garden furniture. The group is given a plan of the factory site and empty building and needs to put together a detailed design of the layout of the future factory. Participants are given information about the production process, likely number of deliveries, employees, budget available, space constraints and legal and Health & Safety requirements.
Participants assume the roles of senior managers working for a European banking group, which recently acquired a retail bank in Brazil (Banco Damasco). Banco Damasco has been under-performing, but due to the severe shortage of potential acquisitions in Brazil, the European bank decided to go ahead with the deal. The participants’ task is to develop a strategy for growing the bank’s business. They are given background information about Brazil, the industry, the banking group, Banco Damasco and options available for expansion.
In this exercise the participant takes on the role of a national sales manager working for a travel company. He/she is required to meet with one of his/her regional sales managers who has been experiencing problems with several members of his/her team and wants some guidance on how to manage these. The exercise calls for the participant to guide the regional manager in how best to coach and develop his/her team. This role play simulates a meeting where a senior manager has to coach and develop a subordinate manager to manage his/her team effectively.
The participant assumes the role of a depot manager in a parcel delivery company. He/she is asked to hold a review meeting with a night shift manager. Issues that require discussion include managing crisis situations, achieving targets, customer focus and security. This exercise can be used on a standalone basis or in conjunction with the Passel Beech Valley in-tray exercise.
In this exercise the participant takes the part of a business manager working for an IT company called Let Us
Help (LUH). He/she meets with a colleague, Jo, who is a sales manager in the same company and is responsible for selling LUH’s services in a particular region. The participant is not Jo’s boss but has overall responsibility for the sales success of one of the services Jo is selling. The participant must coach Jo to enable him/her to improve his/her sales performance.
The participant assumes the role of Head of Corporate Banking for Balcon Bank. His/her task is to hold a discussion with one of his/her direct reports, Jamie Stevenson, the Head of Management Buy Outs, about his/her performance. The participant is given information about Jamie’s performance which includes the results of a recent 360 degree feedback exercise; customer feedback; a member of the team’s exit interview report; some information about the Bank’s strategic priorities and a potential new revenue opportunity. He/she must then prepare to hold a 30 minute meeting with Jamie.
As the newly appointed strategy and performance director for Vorlinden PLC, an insurance company offering general insurance products (i.e. non-life). Vorlinden is at a crossroads and the participant has been recruited to develop a strategy to take the business forward. He/she is provided with information including: the annual financial statement; policy sales/ renewal data; European insurance spend data; board member views; staff turnover figures; staff and customer survey; a proposal for combining call centre operations and details of two possible acquisitions.