• Theory: Mauer Resistance, Co-creation Theory, Maurer Theory, The Leavitt Model, Daniel Goleman, Kotter Theory, Management or Leadership
  • Languages: English (US),Danish,Finnish
  • Duration: Multiplayer (facilitated): Min. 4 hours. Singleplayer: 1 hour
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This case scenario is about rethinking the sales strategies in the company, and about shifting focus from traditional selling to co-creating with the customer. This case helps you to rethink sales, which can have a comprehensive impact on how you do business in the company. Therefore, change management is also closely interrelated to the concept of Co-Creation

After failing to sell their new product to Projector, Toptech recognizes that they need to approach this customer differently.

They initiate a co-creative process and merges two independent units into one.

Co-creation is uncharted territory for both companies. They agree to contribute with their respective strengths with the hope of a great outcome. Each company choose to invest time and energy in the project. The more they get involved, the more there is at stake; the more to lose, the more to win.

The merged team of Toptech and Projector must balance loyalty to own company and business confidential, and at the same time open up to an innovative co-creation process with one another, where the other company is both a customer and a partner.

As sales manager for Toptech it is now your task to lead the co-creative process towards the common goal.

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