I couldn’t believe how wrong I was about building a brand. Understanding the correct approach makes me motivated to build mine!

— Joshua M. (Structural Technologist) —

The course was a good mix of video, text and exercises that can easily be completed at your own pace. It really helps you realize what your weaknesses are and that you have to build on your positives and not be afraid of new things to develop into a better person.

— Brent M. (Senior Hydrogeologist) —

A great reminder that we each individually have a brand and great suggestions on how to enhance and attend to it.

— Eric P. (Principal & CEO) —

The personal branding section was awesome. Very well done and I like the layered approach you are taking with bringing things together to build a personal brand.

— Craig H. (P.Eng, PMP, CISSP) —

I appreciate the way you apply product marketing techniques to personal branding.

— Lucas H. (EIT, Electrical Engineer) —

The entire course was valuable, it was helpful in looking at myself and my offerings under a different light.

— Michael S. (P.Eng, Design Engineer) —

I liked the component that talked about delegation and eliminating activities that others can do. I need to work on this, as it would help us manage substantially more work.

— Helen C. (Technical Services Manager) —

The self-audit of time usage is very useful and awakening. This awareness of how time is spent is extremely valuable to accomplishing goals.

— Justin D. (Mechanical Engineer) —

The priority management process was well laid out and helpful in helping me align and manage priorities on multiple projects going on at the same time.

— Pavan P. (Product Manager) —

The extension to the ‘SMART’ way of goal setting is interesting and provides a unified framework for my long-time efforts to make things relevant to those whose goals I set.

— Samson L. (Director Of Engineering) —

I really appreciated that the priority managment points were taught from a business development perspective.

— Magnus H. (General Manager) —

As with all of the courses, the presentation of the material is great, and fillable PDFs/Google files are a great way to begin applying the material!

— Jesse M. (Project Engineer) —

(The course) gave me useful tools to aid my thinking process and viewing tasks different than before. Also now we have good verbiage among our team that can be used for better communication.

— Behzad K. (Assistant Superintendent) —

I enjoyed that Ralph explained everything in easy to understand terms in the videos, they were easy to watch and the additional information was engaging. I think the Rainmaker’s Matrix and Mindset were two very valuable points to learn in this course. I also think Networking and learning how to turn Clients into Friends is something that is great to learn, especially early on in my career.

— Allison K. (Hydrogeologist, P.Geo) —

It was a well-paced course, very concise ideas in the short videos so they were not too long and then the quizzes at the right time make you feel more active and think and reflect in the video content. I liked the idea of being strategic and organized in what opportunities one and the company wants to pursue. Sometimes we act more reactive than proactive with a real strategy. Thank you.

— Fernando L. (Civil Engineer) —

This course was magnificent and highly applicable to my current position at work. The success strategies and tips for obtaining quality referrals are of high value.

— Justin D. (Mechanical Engineer) —

What I enjoyed most about the Business Development course was learning about the principles of networking. The principles provide clear guidelines to better expand your sphere of influence.

— Rachel L. (Project Coordinator) —

I enjoyed how the course was simplified into the four units. I came into the BD course having no prior knowledge of the BD process and now I have a framework to build onto.

— Vinnie G. (Sales & Project Engineer) —

I enjoyed the lead generation section. Networking is everything in today’s world so it’s great to learn more about how to do it effectively without coming off as “salesy”.

— Almero R. (Project Coordinator, EIT) —

I enjoyed the content of the Kison Business Development course. I particularly valued the information on how the sales landscape is changing. This information has helped me get a more nuanced picture of the role that sales and personal relationships play in business growth and development.

— Kartik V. (Senior Project Engineer) —

I enjoyed learning about the small details on how to grow and strengthen your relationships with existing and potential clients. It seems common sense that you need to have a good relationship with clients to sustain business, but now I understand how.

— Mike L. (Structural Technologist) —

I’ve never had a chance to analyze in depth all the elements that lead to success to failure in business development as much as was elaborated and presented in this course. This is valuable to have all these elements in mind moving forward.

— Shermin N. (Hydrogeotechnical Engineer) —

I thought it was great. It was nice to see the difference between active and inactive clients. Also noting the ABC break down with clients. It opened up my mind on how to approach things moving forward.

— Barrett F. (General Superintendent) —

It got me thinking in depth about my clients and where there are opportunities for business growth. Being relatively new in my career it has given me insight into how to interact with future clients.

— Megan W. (Hydrogeologist) —

I enjoyed the fantastic information and insights presented in the different sections, specially on positioning and lead generation.

— Juan A. (Mechanical Engineer) —

This course presents concepts in a clear and well articulated manner that brings the key points into focus. I could recognize the course’s strategies in the places I’ve worked at, which have shown success and held a good reputation in their area of business.

— Brandon B. (Structural Engineer) —

I’m not in a sales position, but am in contact with customers, so I like how this course will make me more aware of the sales aspect while engaging with customers in my typical work. I like how the course is focused on the approach of finding solutions for the customer, rather than pushing sales.

— Brandon B. (Structural Engineer) —

I feared being too “salesy”, but your course gave me the confidence to treat it as a genuine interaction and an opportunity to help people in the industry – it’s just a bonus that they also become clients.

— Jen H. (Geophysicist) —

I enjoyed learning about the social dynamics of value-based selling; the analyses of different perspectives are quite valuable. The connection at every human level (Head, Heart, Gut) was particularly valuable as it was nicely broken down to analyze communications with existing and future clients.

— Justin D. (Mechanical Engineer) —

The six steps can be learned and carried out and then iterated to improve. Makes me think that the ‘black magic’ perspective of generating sales and business is attainable by an introvert like me. Thanks!

— Ryan B. (Senior Mechanical Engineer) —

I liked the breakdown of the steps. Initially I thought it was as simple as an introduction, proposal, close deal but I understand the benefits of the intermediate stages.

— Mike L. (Structural Technologist) —

The focus on alignment during that section of the diamond was particularly valuable. I think with today’s fast paced environment and blitzing of RFQ’s from customers that is looked over and we push for commitment too fast. Also the follow up importance.

— Evan R. (Engineer & Corporate Account Manager) —

I have always been timid and a person to avoid any form of conflict or confrontation. It was amazing to learn a process you could prepare and practice with. This course makes me feel much more confident!

— Joshua M. (Structural Technologist) —

I very much enjoyed it! I think that the piece on disengagement (and how to do so properly) is something that is left out of a lot of sales training, but is valuable and needs to be done well. I loved that it was included. I also like the art of the follow up as well. Again, too many trainings end at the sale. I loved the piece on follow up and the idea of lifetime value.

— Danielle S. (Provincial Territory Manager) —

I like that there is a process to follow. I particularly like the idea that if we are at any one of the later steps and find that things are not headed in the right direction, we can go back up the diamond and repeat some of the earlier steps.

— Justin C. (VP, Development & Planning) —

I think this framework will be valuable moving forwards to ensure that I have a solid plan to refer to as my work progresses. All of the steps of the Sales Diamond seem so intuitive and effective, and I look forward to applying them.

— Isaac G. (Mechanical Engineer) —

I enjoyed everything about this course – I was not aware of the Sales Diamond. Everything I have learned is extremely valuable as it was a new concept for me. Engage, Qualify, Discover, Solution, Alignment and Commitment are all things I will be using going forward throughout my career in Business Development.

— Tanisha M. (Business Development Coordinator) —

This is certainly one of the best courses I have come across. It helped me organize the methodology for the entire sales team.

— Arghya C. (Engineering Manager) —

I really appreciated how the whole process puts a lot of emphasis on the professionalism and client-focus. The whole process reminded me of the engineering design process, with a heavy emphasis on asking the right questions and identifying the issues or challenges at their most fundamental level before attempting to find solutions.

— Tristan K. (Project Engineer, P.Eng) —

Thanks Ralph for your passion and expertise. As a person new to sales, this puts the framework of the sales process and how to go through it. I had never been exposed to anything like this as my background is in engineering design and support. I found the material very engaging and interesting.

— Paul P. (Product Development Engineer) —

This course combines many sales principles into a logical and systematic process which can be applied in my career as an engineer. I will refer back to the lesson plans and exercises when I engage with prospective clients to sell my firm’s services based on client needs.

— Avneet B. (Senior Civil Engineer) —

The structured process of taking a client to an informed buying decision made it feel a lot less salesy for me and therefore I’m more confident in my ability to use it in an authentic manner.

— Fiona H. (Project Manager) —

I feel that I have been doing a lot of the functions and process of sales for many years, but lacked the terminology and set course of the process, so I enjoyed the fresh perspective. I found Ralph to be a VERY engaging and interesting person to listen to.

— Aaron C. (Senior Mechanical Technologist) —

The top of the triangle portion “Earn The Right” was eye-opening. I realized how much work has to be put upfront before even trying to sell a service or a solution to a client. I also realize that a lot of the work is already part of our daily activities as Engineers, but the concepts must be organized logically to show our existing and potential clients that we are capable of providing the right solution for their needs.

— Juan A. (Mechanical Engineer) —