Do you want to engage more successfully in institutional markets and understand how decision-making and buying processes work? This seminar will provide you with concrete strategies and practical guidance to successfully penetrate institutional systems such as healthcare, education, public administration, infrastructure and transport, energy.
Content:
– Better understanding of institutional markets and decision-making processes – who are the payers, users and decision-makers and how their purchases differ from traditional B2B.
– Business models for institutional systems – how to design an offer that meets the requirements of public procurers and long-term contracts.
– Effective sales strategies – how to address different stakeholders, cope with long sales cycles and build long-term relationships.
– Practical testing of your “pitch” – how to clearly and convincingly demonstrate the benefits of your solution and its financial savings or business impact.
– Practical examples from Austria and Germany – how to successfully approach institutional clients and what tactics work in this environment.
Structure:
🔹 Theoretical framework and analysis of institutional markets – who makes the decisions and how the buying processes work.
🔹 Practical work on participant examples – testing the sales approach, refining the pitch and adapting the strategy to individual markets.
13 March 2025, 9.00-13.00, Technology Park Ljubljana
The seminar is designed for startups and SMEs that already have a product, as participants will actively work on their own cases.
The seminar will be held live at the Technology Park Ljubljana, Tehnološki park 19, 1000 Ljubljana, building B, conference room, 3rd floor.
Hurry up with your registration as the number of places is limited to 15!
