“The coaching with Mr. Hensel showed us why we have also lost projects in the past and how we could have won them. The exercises for retrospective consideration of won and lost projects were eye-opening. Today, our company is working more intensively on position analysis and the foundations for our strategic approach before sales plans are forged. We can already see a new awareness among our employees and a new way of working in competitive situations. We have been able to win 2 out of 3 major projects with Mr. Hensel as our coach. From our point of view, this was an important corporate success.”

In summary, I can say that today I (we) plan and implement our business-critical projects using Mr. Hensel’s methodology, and the results prove the effectiveness of this approach.

We started with 5 workshops on theory. None of them were rocket science topics, everything was understandable and comprehensible. However, the context created by Mr. Hensel of the competitive situation, determining a winning strategy, leadership qualities and disillusionment was something very new for me. I particularly remember that defense is not a weakness, but a strategy, a portfolio element for winners. It took some time for me to come to terms with this idea in my professional and private life. The analyses of past projects in which we had acted offensively “as always” while defense would have been expedient helped me in particular.

From my current perspective, the be-all and end-all is to prepare the position analysis properly and to moderate it in the team. This task is anything but simple and accounts for around 60% of the curriculum. It is the central element and is crucial to the quality and success of our campaigns. All participants enjoyed the fact that we dealt exclusively with real, current practical examples. The parallels across different industries were astounding.

In my view, the topics of team design / strategy implementation / adjustments are well-known management skills, but they should not be missing in the context of “competitive strategy”.
The topics of sensor technology and monitoring were new and extremely important for me. In the past, I had relied too often on statements from our sales department that were not really validated and therefore also represented a risk. Today, sensors and monitoring are central to our reviews with sales management.

The 18 months with Mr. Hensel’s curriculum demanded a great deal of time and inner debate, but have significantly improved my management skills with regard to competitive situations and increased our sharpness in difficult projects by classes.”