For manager
for marketing

for sales
For Employee

 

For manager:

Team Management


It is not enough to have good workers for a team to be successful. . Good manager leading and managing the team in an efficient and competent way, is also crucial for a success. Manager, who will not only be trusted by his people but also, due to his authority and competences, will be able to fully use team's resources , set clear objectives, motivate, make people engaged in the work, and create good atmosphere of a work is a valuable asset for a company.

Training objectives:

  What is Human Resource Management
  Basic model of Human Resource Management
  Developing the rules of conduct and the role of a manager
  Different styles of team-leading
  Creating Manager's authority and status
  Manager's Expose and Social Contract with a team
  Rules of Cooperation
  Roles fulfilled by the employees
  Inter-team Effective Communication
  Feedback and Constructive Criticism
  Leadership in reaching day-by-day objectives
  Setting goals, Controlling and verifying the results
  Motivating the team
  Rewards and Punishments as aspects of motivating your employees
  Team Integration, supporting and developing your employees

Expected Results:

The participants will learn:
  What the basic rules of managing a team are
  How to discern different management styles
  To create their own position as a supervisor who is an authority for his people
  How to establish social contract with their teams
  How to make use of the natural roles of their employees in fulfilling day-to-day tasks and duties
  To create effective and transparent system of inter-team communication
  How to give proper feedback and constructively criticize
  How to accomplish assignments using the full resources and potential of their teams
  How to use rewards, punishments and other elements of motivational system in order to uphold the high level of employees commitment
  How to integrate their team

Target Group:

  Managing Staff

Duration:

  2 days




Effective Communication and Feedback


Good inter-team communication is an absolute necessity for all management processes. Without an exchange and a good flow of information it is nearly impossible to fulfil the objectives , not to mention any kind of cooperation or achieving the synergistic effect. This training teaches how to build effective inter-team communication and shows how important is the role of a manager , who is not only open-minded for exchange of information, questions and opinions of his people but also creates atmosphere that encourages honest and clear communication . This training will also teach the participants how to give and interpret feedback.

Training objectives:

  What is communication
  Horizontal and vertical communication
  Rules of inter-team Effective Communication
  Reliability of message - precise and transparent communication
  Verbal and non-verbal aspects of communication
  Role of a manager in a development of open communication
  One- and two-sided communication
  Active listening as a precondition of exchange of information
  Open-mindedness and one's own opinion
  Adjustment as a technique of improving communication
  'I know or I ask' attitude
  Feedback as a crucial element of effective communication

Expected Results:

The participants will learn:
  How to create an effective inter-team system of communication
  How to be reliable by communicating in a transparent and precise manner
  Methods of coherent and consistent communication
  How to listen in a way that makes other people willing to speak
  How to encourage people to state their opinions and ask questions
  To respect differences and to adjust the message to the interlocutor
  To promote the 'I know or I ask' attitude
  How to provide feedback
  To develop the attitude of open-mindedness and mutual feedback

Target Group:

  Managing Staff

Duration:

  2 days




Management by objectives, or how to set good goals to achieve better results


It is hard to even imagine achieving success in any field of business without having clear, well-defined objectives. Therefore competence connected with setting objectives seem to an absolute basic for a good manager. This training teaches its participants how to set personal and team objectives in an effective and precise way. What is more the training shows the participants, a number of factors that can support and help in achieving the objective as well as the ones that can block or even sabotage reaching the goal. The participants will learn the methods of estimating the rate of success of reaching a particular goal, the importance of the objectives in context of their own achievements and finally how to chose the most efficient methods of fulfilling the goals on a day-by-day basis. Moreover it is a training helping to set long-term challenges for the manager and his people.

Training objectives:

  Management by objectives model (MBO)
  Company strategic objectives and department objectives
  Map of objectives and relationships between them
  Team objectives and employee-specific objectives
  Manager's place in MBO
  Objective and result
  Formulating accurate objectives - tools and techniques
  Calculating risks, necessary tools and resources
  Strategy of effective reaching objectives
  Personal objectives and Professional objectives
  Interrelation of objectives
  Synergistic effect in reaching the goals of the team
  Common mistakes connected with MBO

Expected Results:

The participants will learn:
  How to understand relationship between objectives on different levels - strategic objectives and departmental objectives
  How to formulate objectives in a top-down manner
  Clear formulation of tasks
  To control results, basing on pre-set indexes
  How to interrelate objectives
  How to use the resources of individual persons and the whole team in a most effective way.
  Team resources allocation
  How to use objectives as motivators

Target Group:

  Managing Staff

Duration:

  2 days




Motivating team or how to make them willing to work


In business, work commitment of the employees is a key to success, therefore one of key skills of a good manager is the ability to successfully motivate his people. This training teaches how to motivate employees using both financial and extra-financial techniques of motivation. It also teaches participants how to use rewards and punishments as well as how to use individual motivational strategies for specific employees and how to motivate the whole team.

Training objectives:

  Motivation - basic rules and theories
  Motivating the employees - different levels of motivation
  Financial aspects of motivation
  The role of a manager in motivating the employees
  Extra-financial aspects of motivation
  Rewards and punishments as aspects of motivation
  Individual employee's motivation
  Extrinsic and Intrinsic motivation
  The role of goals in motivating
  Major motivational blocks in reaching objectives
  Tools and techniques of motivating employees
  Motivating team

Expected Results:

The participants will learn:
  How to use motivation-related mechanisms properly
  What is the role of financial and extra-financial aspects of motivation
  How to use different techniques of motivation in motivating the employees
  How to use rewards and punishments in an effective and responsible way
  How to set objectives in such a way that they have motivational character for the employees
  How to use individual motivation strategies
  How to engage all the workers and gain the synergistic effects
  How to strengthen employees self-esteem and their identification with the company

Target Group:

  Managing Staff

Duration:

  2 days




Managing Priorities and Delegating Tasks


Why there are people who manage to do everything they planned while other never have time for anything? Paulo Coehlo once said that the busiest people he had known in his life always had time enough to do everything. How did they do that? The answer to those questions lies within this training. During the training participants will learn how to effectively manage themselves and best use their time, set clear goals for themselves, plan and set priorities according to which they can create their schedule. This training is also an excellent opportunity to learn how to delegate the tasks, control delegated tasks and verify the results.

Training objectives:

  Self-Management and Self-Activity model
  The scope of time management rules
  Well-established objectives as a basis of management
  Rules of successful planning
  Short-term and long-term planning
  Multi-level planning - critical path
  Unpredictable tasks and Bad Time Habits
  Pareto rule
  Priority setting techniques
  Methods of dynamic setting of priorities
  Organization task execution
  Rules of delegating the tasks
  Different levels of delegating
  The procedure of delegating the tasks and authority
  Controlling the delegated tasks and verifying the results

Expected Results:

The participants will learn:

  How to manage their own energy and activity
  How to precisely formulate goals and give them clear criteria of accomplishment
  Planning that takes into account time perspective and interrelation between goals.
  Eliminating Bad Time Habits
  How to successfully set priorities and thus plan and organize oneself and team's work in most time-efficient way.
  How to prepare workers for delegating tasks
  Rules of successful delegating tasks
  Controlling results in accordance to the objectives

Target Group:

  Managing Staff

Duration:

  2 days




Coaching as a management style


Role of a manager leading a team has undergone a significant change in recent years. Presently it is much more important for a manager to know how to develop his or her team than only to delegate tasks, control and punish. Therefore there is a need for managers who will be able to be coaches of their workers. Those leader-coaches help their workers to acknowledge their strengths and weaknesses and interconnect them with plans and aspirations of future careers and personal development. Coaching is a guarantee that workers know what is expected of them. Moreover, because workers resources are used in the best possible way, mutual obligation of effectiveness is created through coaching.

Training objectives:

  Understanding of the essence of coaching - what is and what is not coaching
  Identifying the areas of coaching's use in a company
  Defining coaching as a management style
  Learning the conditions necessary to implement managerial coaching
  Defining the role of a coach
  Knowledge and implementation of effective tools of managerial coaching
  Understanding how to use coaching as a successful model of management, motivation and leadership
  GROW model as a coaching tools
  Acquiring the skills necessary to identify coaching needs and find
adequate solutions   Using managerial coaching in a way which brings desirable results

Expected Results:

The participants will learn:
  How to fulfil the role of coach-leader
  How to identify situations which require coaching management
  Understanding of possibilities, constraints and barriers for coaching
  Basic abilities necessary for using coaching as a management tool
  Using basic coaching abilities
  How to use GROW model for working with an individual employee or a team
  Ways of flexible team management and strengthening team relationships
  How to supports one's company through leading people


Target Group:

  Managing Staff

Duration:

  2-3 days




Strategic Management


This training teaches how to look at the company in a holistic way, showing it as an interconnected system of relationships. It also teaches how to analyse the internal and external environments, with the tools provided during the training, and to create a long-term tactical and operational strategy basing on the data collected from the analysis. Moreover the training teaches how to plan the company's course of action and develop strategic plans and strategy budgeting.

Training objectives:

  What is strategic management
  Company as a system
  Different models of strategic management   Strategy vs. Tactics
  Elements of strategic management on strategic, tactical and operational levels
  Methods of examining the condition of company
  Methods of analysing the company's environment
  Directions of company development
  Different levels of strategy
  Designing and optimising the company's organizational structure
  Strategic action plan
  Competition strategy
  Most common mistakes in strategic management

Expected Results:

The participants will learn:
  How to think holistically about the company
  How to use systemic mechanisms in management
  How to identify elements of strategic management
  How to distinguish strategies of cooperation of business units from strategies on the company's functional level
  How to use tools for analysing company's condition
  How to analyse the company's environment
  How to create long-term strategies for a company
  How to make long-term strategy operational
  How to design and optimize the company's organizational structure
  How to set directions of development and competition strategies



Target Group:

  Managing Staff


Duration:

  2 days




Change Management


In business change is inevitable and unavoidable. Changes are an always present inseparable part of dynamic growth of every company. Still, some people are afraid of changes and often actively oppose them. Therefore the question arises how to guide people through the change so that they feel safe and are at the same time engaged in the change and initiating it themselves. This training teaches its participants the skills of change management, how to create the programme of change, how to lead people in the time of changes and how to create pro-change attitude and communication in a team.

Training objectives:

  What is a change and what is it's role for the company
  Plan of changes and how to introduce it
  Risks and Opportunities of change
  Assessment of resources and actions needed during a change
  Main mechanisms of change processes
  Resistance to changes and its consequences
  Leaders of changes
  Role of a manager and leader in change management
  Role of personal attitudes and beliefs in the process of change
  Communication as a necessary prerequisite in change management
  Most common mistakes in change management
  Developing an attitude of acceptance and involvement in the process of change

Expected Results:

The participants will learn:

  What are the basic rules of change management
  How to analyse the environment of change
  How to use basic mechanisms of change
  Diagnosing the resistance to changes
  How to prepare leaders for changes
  How to build one's own position of a manager as a credible leader of a change
  How to prepare successful communication channels during the change
  How to lead people during the change
  How to use the change-control techniques



Target Group:

  Managing Staff


Duration:

 2 day




Conflict Management


Conflict is ever-present. It is inscribed in a work of each and every team. Therefore it is important to know how to make a good use of energy it generates. As a result this training is devised not only for managing staff but also for everyone whose work generates conflicts. Training is a compendium of both knowledge about conflicts and methods of dealing with them. It gives participants knowledge of roots of conflicts and conflict dynamics, human attitudes towards conflicts, levels of solving conflicts and the last but not the least skills to point the energy generated by the conflict in the right way.

Training objectives:

  Diagnosing the sources and places of conflict
  Diagnosing the structure and dynamics of the conflict
  Diagnosing motives behind choice of behaviour in a conflict situation ( model of human functioning in an organization)
  Different levels of conflict
  Different conflict-solving strategies
  Ability to define and clarify personal strategies of behaviour of conflict participants
  Using the energy of a conflict
  Finding values that underlay actions
  Managing conflict through values
  Developing strategies and procedures that eliminate future conflicts
  Mediation skills

Expected Results:

The participants will learn:
  How to recognize conflict situations
  How to diagnose motives of participants of the conflict
  How to evaluate the conflict-solving strategy 's worth for business
  How to adjust strategy of behaviour to a specific conflict
  How to properly direct the energy generated by the conflict
  How to solve conflicts on the level of values
  How to be a negotiator or a mediator in a conflict situation
  How to develop abilities to counter conflicts between employees



Target Group:

  Managing Staff


Duration:

  2 days




Presentation skills and conducting meetings


The matters of how the concepts, ideas and information are presented and whether the meeting is a productively spent time or is it just beating a dead horse can be crucial for a success or failure of a project where commitment is necessary. Therefore presentation skills and the ability to conduct meetings properly is not only one of many managerial competences but a matter of being successful. This training is a compendium of knowledge and practical skills useful during each and every presentation. During the training participants are taught how to prepare a good presentation, how to behave during the presentation using their natural strengths, how to speak in an interesting and attention-grabbing way, how to make the auditorium actively participate in the presentation, how to deal with difficult questions and last but not least how to prepare a meeting in a way that makes it dynamic and gives the participants the feeling of time well-spent.

Training objectives:

  Rules of professional presentation
  Rules of well-prepared meeting
  Stages of a meeting
  Meeting scenario and presentation scenario
  Goal of the meeting and presentation
  Social contract with a team during the meetings and presentations
  Tools and Handouts used during the presentation
  Body language and voice modulation during the presentation
  Persuasion skills
  Rules of rhetoric - different types of arguments
  Adjusting arguments to the audience
  Making the audience active
  Dealing with difficult questions
  Closing a meeting

Expected Results:

The participants will learn:
  How to prepare for a meeting
  How to set precise objectives of a meeting in order to use the meeting time most efficiently
  Planning the stages of the meeting
  How to prepare a professional presentation
  How to achieve presentation's goal
  How to organise space and handouts during the presentation
  How to use non-verbal communicates to convince the audience
  How to use logical and emotional arguments for persuasion
  How to deal with difficult situations during the presentations



Target Group:

  Managing staff and every person who often has to conduct meetings or presentations


Duration:

  2 days




The Art of Decision Making


The goal of this training is to teach people effective decision-making, communicating the decisions in a clear and precise way and being responsible for the decisions made. The training is a step-by-step guide through the process of decision making from its very beginning i.e, identification of problem and its context through the choice of methods and strategies of decision-making to the final decision optimisation process. What is more the training is designed to give its participants a review of the decision-making techniques used for both individual and group usage. Finally the training teaches how to obtain information that are crucial for making a decision and how to use the resources given in a best way possible.

Training objectives:

  Rules and stages of decision-making
  Context of the decision-making
  Gathering information necessary for making a decision
  Integrity attitude in decision-making
  Different strategies and techniques of decision-making
  Optimal strategy of taking a decision
  Attitude towards risk
  The ability to present one's own viewpoint
  Responsibility for the decisions taken
  Attitude towards risk and changes

Expected Results:

The participants will learn:
  How to define a problem and how to define internal and external situational contexts of decision-making
  How to set a problem-space
  How to provide for predictable consequences
  How to chose tools that are the most helpful in decision-making
  How to use individual, optimal strategy for decision-making
  How to effectively take decisions
  How to communicate their viewpoint in a clear and precise way
  To take responsibility for the results of the decisions they make



Target Group:

  Managing Staff


Duration:

  2 days




Coaching as a management style


Role of a manager leading a team has undergone a significant change in recent years. Presently it is much more important for a manager to know how to develop his or her team than only to delegate tasks, control and punish. Therefore there is a need for managers who will be able to be coaches of their workers. Those leader-coaches help their workers to acknowledge their strengths and weaknesses and interconnect them with plans and aspirations of future careers and personal development. Coaching is a guarantee that workers know what is expected of them. Moreover, because workers resources are used in the best possible way, mutual obligation of effectiveness is created through coaching.

Training objectives:

  Understanding of the essence of coaching - what is and what is not coaching
  Identifying the areas of coaching's use in a company
  Defining coaching as a management style
  Learning the conditions necessary to implement managerial coaching
  Defining the role of a coach
  Knowledge and implementation of effective tools of managerial coaching
  Understanding how to use coaching as a successful model of management, motivation and leadership
  GROW model as a coaching tools
  Acquiring the skills necessary to identify coaching needs and find adequate solutions
  Using managerial coaching in a way which brings desirable results

Expected Results:

The participants will learn:
  How to fulfil the role of coach-leader
  How to identify situations which require coaching management
  Understanding of possibilities, constraints and barriers for coaching
  Basic abilities necessary for using coaching as a management tool
  Using basic coaching abilities
  How to use GROW model for working with an individual employee or a team
  Ways of flexible team management and strengthening team relationships
  How to supports one's company through leading people



Target Group:

  Managing Staff


Duration:

  2-3 days




Flexibility as a prerequisite of successful leadership or situational management


There are many styles of leadership, some are more democratic others more instructional and they use various tools and techniques from consultations to coaching. Each of them works best in a specific situation but only if it is well matched with our employees level of development. Therefore the question is how to identify employee's level of professional development and how to choose the management style that will bring the best effects? This training is an answer to this question. It teaches flexibility in management, giving its participants tools for both diagnosing the employee's professional development level and choosing management style that will be optimal for a given situation.

Training objectives:

  Leading people vs. Leadership
  Leadership in a day-by-day objective completion
  Flexibility as a basic tool of effective leadership
  Situational management model and it's assumptions
  Stages of an employee's professional development
  Defining the competence and involvement level of an employee in the area of their projects, goals and tasks
  Different styles of leadership
  Differences among leadership styles
  Flexibility - finding an adequate leadership style for an employee
  Employee-manager cooperation based on the real level of competence and involvement
  Situational management practice

Expected Results:

The participants will learn:
  How to communicate better between managers and their teams based on foundations of meeting that have settled rules and common language of both manager and the team
  Flexibility and open-mindedness for actions and ideas of their employees and thus increasing team's trust



Target Group:

  Managing Staff


Duration:

  3 days




Budowanie charyzmy lidera


There is much talk nowadays about charismatic leaders, people who can inspire whole teams or even companies. Leaders who can influence emotions of other people and at the same time become authorities for people. This training is an answer to that kind of talking. It teaches it's participants how to develop and strengthen their own charisma to become a true leader not just a manager. Moreover it teaches how to develop the abilities that are crucial for a good leader and how to shape team in such a way that people will want to be part of it.

Training objectives:

  Differentiating between a manager and a leader
  Functions of a leader and leadership
  Leadership as a state-of-mind
  Multilevel model of leadership
  Attitude and skills important for a good leader
  Key areas of competence of a good leader
  Leader's expose and credo
  Leader's charisma
  Charisma and personal integrity
  Strengthening of personal charisma

Expected Results:

The participants will learn:
  How to understand the role of the leader
  To create their own position as a leader in informal relationships and the structure of a team as well
  How to distinguish between different levels of leadership
  How to use leader's influence on a team
  To develop one's own abilities in the areas crucial for a good leader
  To understand the importance of attitude in creating leader's charisma
  How to strengthen one's own charisma through integrity reinforcement
  How to take care of and develop one's own charisma



Target Gropu

  Managing Staff


Duration:

  2 days




Rozmowa oceniająca


Rozmowa oceniająca może stanowić niezwykle ważne narzędzie w zarządzaniu. Ma ona bowiem charakter nie tylko samej oceny, ale również aspekt motywująco-rozwojowy. Nie jest to zatem zwykłe spotkanie menedżera z pracownikiem, rozmowa oceniająca może być wydarzeniem, które będzie miało wpływ na dalszą jakość pracy, motywację, postawę i zachowania pracownika. Jednak źle przeprowadzona jest poważną porażką zarówno menedżera, jak i pracownika. Aby temu zapobiegać należy rozwijać konkretne i praktyczne umiejętności. Poniższe szkolenie uczy właśnie takich umiejętności, przekazując najlepsze praktyczne wzorce związane z rozmową oceniającą.

Cele szkolenia:

  Różne modele rozmowy oceniającej
  Etapy rozmowy oceniającej
  Przygotowanie do rozmowy menedżera i pracownika
  Cele rozmowy oceniającej
  Struktura rozmowy oceniającej
  Techniki i narzędzia wykorzystywane do rozmowy oceniającej
  Fakty i emocje podczas rozmowy
  Typowe błędy podczas oceny
  Trudne sytuacje podczas rozmowy oceniającej
  Zakończenie i podsumowanie rozmowy oceniającej

Oczekiwane rezultaty:

Uczestnicy nauczą się:

  Jak precyzyjnie przygotować się do rozmowy oceniającej
  Metod i technik oceny pracowników
  Umiejętności obserwacji
  Kontroli emocji podczas rozmowy oceniającej
  Tworzenia atmosfery wzajemnego zaufania i współpracy
  Ośmielania pracowników do dzielenia się swoimi poglądami, potrzebami, obawami
  Radzenia sobie z obiekcjami i różnicą zdań
  Jak unikać popełnienia błędów w procesie oceniania
  Jak opracowywać wyniki ocen
  Tworzyć ścieżki rozwoju dla pracowników
  Doprowadzania do tego, aby wypracować rozwiązania problemów i plan poprawy na przyszłość
  Wykorzystać rozmowę oceniającą do motywowania i inspirowania ludzi



Grupa docelowa:

  Kadra zarządzająca


Czas trwania:

  2 dni




Etykieta menedżera dla dyrektorów
i kierowników czyli międzynarodowy savoir – vivre w biznesie


W dzisiejszym świecie przed menedżerami stawiane są coraz większe wymagania. Poza kompetencjami merytorycznymi, jedną z najważniejszych zalet jest umiejętność budowania relacji biznesowych. Jednak nie jest to takie proste gdy mamy do czynienia z międzynarodowymi korporacjami, w których nasi klienci lub kontrahenci pochodzą z różnych krajów i kultur. Często posługują się innym kodem kulturowym, nadają inne znaczenia słowom i gestom. Jak zatem nie popełnić gafy, być dobrze zrozumianym i zbudować dobre wrażenie własne i firmy? Poniższe szkolenie uczy właśnie takich umiejętności.

Cele szkolenia:

  Koncepcja kultury narodowej
  Zasady komunikacji w biznesie międzynarodowym
  Reguły pierwszeństwa w codziennych kontaktach
  Small talk w rozmowach biznesowych
  Spotkania i przyjęcia biznesowe
  Profesjonalna korespondencja w biznesie międzynarodowym
  Kreowanie pozytywnego wizerunku biznesowego
  Podejmowanie gości
  Wyjazd w delegację zagraniczną

Oczekiwane rezultaty:

Uczestnicy nauczą się:
  Jak wykorzystywać różnorodność stylów komunikacji werbalnej
  Wpływu mowy niewerbalnej na skuteczność działań biznesowych: ukłony, uściski, gesty
  Podobieństw i różnic – międzynarodowej interpretacje języka niewerbalnego
  Rozsadzanie gości przy stole – zarządzanie pierwszeństwem i przestrzenią – jak to robić w praktyce
  Jak w praktyce unikać i reagować na gafy, przejęzyczenia, nietaktowne pytania
  Jak wybrać najlepszą formę spotkania
  Jak pełnić rolę gospodarza i gościa
  Zasad adresowania i tytułowania w korespondencji
  Kultury słowa pisanego
  Najważniejsze zasady e-mailingu
  Zasady doboru garderoby w zależności od okoliczności
  Ogólnych zasad składania i przyjmowania wizyt
  Organizacji spotkań biznesowych w firmie
  Jak profesjonalnie przygotować się do wyjazdu służbowego



Grupa docelowa:

  Kadra menedżerska


Czas trwania:

  2 dni




for marketing:

Product Management in Pharmaceutical Marketing - basic course


We hire a new person to our marketing department and starting tomorrow they will take over responsibility for our products. Where should he or she start? What are the most important things? What should they do to ensure the success of the product? With the competition being as it is we cannot allow a new person to make mistakes that would do any harm to the company's sales figures, so the new worker has to learn very quickly what he or she should do. This training is a quick and practical way of teaching new Product Managers and Brand Managers they key skills required to take over the responsibilities of their positions.

Training objectives:

  Basic tasks in product management of pharmaceutical product
  The relations between: company-product-market-customers-competitors
  Basics of marketing planning and building effective market strategies
  Implementing marketing plans and practical preparation of promotional activities
  Preparing and using promotional materials
  Monitoring the key financial indexes and evaluating the progress of promotional campaign
  Creating sales plans, predicting the sales and elements of logistics
  Cooperation with the sales department
  Communication within the company
  Cooperation with opinion leaders and organization of the market sphere

Expected Results:

The participants will learn:
  What is an effective product management in pharmaceutical market
  How to make and recommend the most important decisions about the product
  How to predict foreseeable opportunities and threats
  How to create coherent marketing strategies basing on market analysis
  How to implement a marketing plan
  How to prepare promotional materials and effectively cooperate with sales department
  How to predict sales and ensure the continuity of supply chain
  How to evaluate the degree of achieving the promotional goals
  What does it mean to be a professional Product Manager

Target Group:

  Junior Product/Brand Managers, Marketing Assistants, Junior Marketing Specialists and all positions with a similar range of competences
        in the company
  as well as all employees who are designated to take over those positions in future


Duration:

  2 days




Product Management in Pharmaceutical Marketing - advanced course


Good and effective sales of pharmaceutical products, implemented according to an optimally planned and introduced strategy is a key to success of a company. Therefore, with increasing market competition basic knowledge of marketing may be not enough to succeed. The competitive advantage of skills and knowledge, used properly in the area of marketing and promotional efforts, make the use of (often limited) human and financial resources of the company most effective and as a result leads to improving of both market standing of the company and better income from investments.

Training objectives:

  What are the crucial factors fof an effective product management in pharmaceutical market
  Marketing planning on strategic, operational, and tactical levels
  How to gain (and hold) competitive advantage on pharmaceutical market
  Key success factors of product management
  Product strategies and portfolio strategies
  Marketing communication among target groups
  Using a multichannel marketing communication
  Creating a brand team in the company
  Cooperation with opinion leaders and organization of the market sphere

Expected Results:

The participants will learn:
  What is an effective product and portfolio management in pharmaceutical market
  How to create the best market strategies for one product and for a portfolio of products
  How to plan and coordinate short-term and long-term promotional campaign
  How to make the best use of sales forces
  How to increase the effectiveness in the usage of company's investment resources
  How to create and optimise profitability of company's marketing efforts

Target Group:

  Product Managers and Brand Managers
  Employees newly hired as/promoted to Group Product/Brand Manager, Therapy Area Manager
  Employees who are designated to take over these positions in future


Duration:

  5 days




Marketing Planning: strategic, operational, and tactical levels - basic course


Learning the strong and the weak sides of a product and the company, identifying opportunities and threats from the market and competitors, and the ability to change this knowledge into competitive advantage of the company is a basic requirement of effective marketing. Lack of knowledge or experience in this area results not only in wrong decisions but also in financial loses of the company, measured by loosing market standing, dropping of sales or to a slow growth of the company, and, finally, in an unused commercial potential of the product. This training is prepared in such a way as to give it's participants an understanding of a marketing cycle and to help them work out a systemic way of taking up the objective and optimal marketing decisions.

Training objectives:

  What is marketing planning
  What are the differences between strategic planning, operational planning and tactical planning
  Understanding correlations between the key stakeholders
  Market model and marketing audit
  Identifying target markets and potential areas for sales increase
  Identifying the market obstacles and formulating strategic options
  Choosing theoptimal marketing strategy
  Planning short-term and long-term actions
  Formulating the key indexes of marketing efforts effectiveness
  Repetitiveness of the cycle: analysis-planning-implementation-controlling-analysis

Expected Results:

The participants will learn:
  What are the basic frames of marketing planning
  How to understand market and create market models
  How to search for opportunities of gaining competitive advantage
  How to formulate effective market strategies
  How to make basic marketing mix decisions
  How to plan on operational and tactical levels
  How to evaluate the effectiveness of implementation of marketing strategies and how to modify them
  How to prepare for a marketing budgeting

Target Group:

  Employees who are new as Product Manager/ Brand Manager or work on this position less than a year
        (i.e., they did not have contact with marketing planning before)


Duration:

  2 days




Marketing Planning: strategic, operational, and tactical levels - advanced course


In the view of ever-growing competition it is not enough to formulate correct marketing decisions. Because those decisions will decide about market standing and success or failure of the company. Therefore the ability of an optimal seizing the opportunities appearing in the market is crucial. This ability , as a result, decisions have to be is based on the best use of knowledge, marketing and implementation skills of the marketing team. The company has to be better than it's competitors and skilfully fight for competitive advantage and then holding it. Proper decisions about choosing best marketing strategy for the company allow for a better use of company's resources and therefore greater chance of success This training teaches it's participants the methodology of marketing planning process and as a result allows for making the objectively best marketing decisions that are in accordance with company's goals.

Training objectives:

  What is the process of an objective marketing planning
  What are the differences between strategic planning, operational planning and tactical planning
  Understanding the correlations between the key stakeholders
  Market model and marketing audit
  Identifying target markets and potential areas for sales increase
  Identifying the market obstacles and formulating strategic options
  Choosing an optimal marketing strategy
  Planning short- and long-term actions
  Formulating the key indexes of marketing efforts effectiveness
  Repetitiveness of the cycle: analysis-planning-implementation-controlling-analysis

WARNING: Every element of the training is much more developed and advanced than in the basic course. Additionally, the training covers elements of managing a portfolio of products and preparation for assessment and verification of marketing plans prepared by other members of the marketing department of the company.

Expected Results:

The participants will learn:
  What are the basic frames of marketing planning
  How to understand market and create market models
  How to search for opportunities of gaining a competitive advantage
  How to formulate effective market strategies
  How to make basic marketing mix decisions
  How to plan on operational and tactical levels
  How to evaluate the effectiveness of implementation of marketing strategies and how to modify them
  How to prepare for a marketing budgeting

Target Group:

  Product Managers and Brand Managers who want to improve their marketing competences
  Group Product / Group Brand Managers, Therapy Area Managers
  Employees who are interested in Marketing Manager/Business Unit Manager positions or are designated
        to take over those positions in future


Duration:

  5 days




Marketing Plan in a Nutshell


It is a truism to say that marketing department is one of the key departments for a company and that marketing planning is one of the crucial processes for every company. What is more, it is common knowledge that almost all departments are engaged in the process of formulating and implementing the marketing plan. That is why it is important that people who work in departments other than marketing know at least a basic marketing terminology in order to increase mutual understanding of correlations between the different departments in the company. Moreover this knowledge is a great help during the creation of the company's budget. This training greatly improves internal communication in the company, especially in the times of marketing planning and creation of budget.

Training objectives:

  Basic marketing processes in the company
  Correlation between marketing department and other departments in the company
  General model of marketing planning
  Key elements of a marketing plan
  Marketing plan in context of other processes in the company
  The contribution of non-marketing departments in marketing planning
  Repetitiveness of the cycle: analysis-planning-implementation-controlling-analysis

Expected Results:

The participants will learn:
  What is the role of non-marketing departments in creating a marketing plan
  Essential, for non-marketing department, marketing terms
  What are the mutual expectations and correlations in marketing planning
  How to cooperate in a company's brand team

Target Group:

  For employees hired at: analysis and market research department, sales department, medical department, financial department and all other who support the process
        of marketing planning in the company


Duration:

  1 day




Sztuka kreatywnego myślenia


W obecnej dobie biznes stawia przed ludźmi coraz to nowe wyzwania. Nie wystarczy zatem korzystanie ze starych sprawdzonych wzorców, tym bardziej, że część ścieżek jest nowa i nikt wcześniej ich nie przeszedł. Trzeba więc wychodzić poza dotychczasowe schematy, poszukując nowych, kreatywnych sposobów na rozwiązywanie pojawiających się problemów. Poniższy trening jest odpowiedzią na tą potrzebę, ucząc ludzi jak kreatywnie myśleć, jak przekraczać narzucone ograniczenia, jak korzystać z technik kreatywnych i dzięki nim uzyskiwać lepsze rezultaty.

Cele szkolenia:

  Czym jest kreatywność
  Zasady kreatywnego myślenia
  Kreatywność a schematy
  Techniki a postawa kreatywności
  Mapy myśli jako kreatywny sposób zbierania informacji
  Technika „Burza mózgów"
  Analiza pola sił
  Techniki – „Ryba" i „Kwiat lotosu"
  Myślenie lateralne
  Techniki myślenia równoległego
  Metody skojarzeniowe oraz przerysowanie i zaprzeczenia
  Myślące kapelusze de Bono
  Strategia twórczego myślenia Walta Disney'a
  Od problemu do rozwiązania– praktyczny aspekt kreatywnego myślenia

Oczekiwane rezultaty:

Uczestnicy nauczą się:
  Zasad kreatywnego myślenia
  Odkrywania zasad powstawania schematów oraz ich przekraczania
  Jak korzystać z map myśli w codziennej pracy
  Jak wykorzystywać w optymalny sposób burzę mózgów do kreowania pomysłów
  Jak korzy tac z technik kreatywnych w codziennym rozwiązywaniu problemów
  Jakie są zasady i jak można wykorzystać myślenie równoległe
  Maksymalizowania szans na znalezienie praktycznego rozwiązania dzięki ujednoliceniu perspektyw we wspólnym
        myśleniu – myślące kapelusze
  Jak przechodzić od kreacji do akcion planu i realizacji rozwiązania

Grupa docelowa:

  Wszyscy pracownicy


Czas trwania:

  2 dni




Dyfuzja innowacyjności


Pojęcie dyfuzji innowacji (Difussion of Innovations) wprowadził Everett Rogers w 1962. Rogers dokonał segmentacji klientów wg. wzorca (tempa) przyjmowania produktów: od innowatorów, wczesnych adaptujących (naśladowców), wczesnej większości, późnej większości i maruderów. Każda grupa klientów ma swoją charakterystykę różniącą się poziomem otwartości na nowe rozwiązania, a co za tym idzie czasem ich absorpcji. To konieczna znajomość by byś konkurencyjnym na dynamicznie zmieniajacym się rynku.

Podstawowe zagadnienia:

  Innowacje i proces ich dyfuzji
  Rodzaje innowacji - innowacje produktowe, procesowe, marketingowe, organizacyjne
  Zasady dyfuzji innowacji
  Atrybuty innowacji sprzyjające dyfuzji
  Model PZNTO jako sposób na budowanie innowacyjnej przewagi
  Źródła przewagi związanej z wprowadzaniem innowacji(np. innowacyjnych produktów) na rynek
  Cechy użytkowników a dyfuzja innowacji
  Krzywa adopcji czyli jak reagują klienci na nowe rzeczy, produkty
  Typy użytkowników i ich charakterystyka
  Umiejętność dopasowania stylu promocji i sprzedaży do wybranych grup klientów
  Czym jest i jakie ma znaczenie dla sprzedaży przepaść w procesie dyfuzji
  Jak przekraczać przepaść i wpływać na zwiększenie sprzedaży
  Wybrane techniki promocji i sprzedaży nowych produktów
  Cykl fascynacji produktem a promocje i sprzedaż
  Innowacyjność jako postawa i sposób myślenia w kontaktach z klientami




for sales:

Professional Customer Service


In the present day business having good products is not enough. It is equally important, and sometimes even more important than the product itself, to have good customer service as well. Because when the client is satisfied he or she wants to come back to us and built long-term relationship. As a consequence it is easier for them to recommend us to other people. Due to those facts it is crucial for a company to have a well-prepared staff who deals directly with the customer. Staff that can built relationships in a friendly and professional way, be able to discover and specify the customer's needs and match the best offer to those needs so that the customer feels that the offer is a perfect match for him or her. This training teaches skills required to do that.

Training objectives:

  The meaning and value of a good customer service
  Pro-active attitude in contacts with clients
  Professional customer service model
  Stages and processes of customer service
  Communicativeness
  Creating relationships with clients
  Defining the needs of a client
  Different types of clients
  The ability to match the communicate to a given type of client
  Working with different types of clients
  Dealing with emotions in difficult situations
  Creating a positive view of a company and long-term relationships with clients

Expected Results:

The participants will learn:
  What constitutes a professional customer service
  How to create good contacts and friendly relationships with customers
  How to actively listen and make other people want to speak
  Gathering information through asking the right questions
  Discovering or creating needs important for clients
  Attractive presentation of products and services matching the client's needs
  Mutual relationships with clients and ensuring their loyalty to the company
  How to cope with objections and difficult clients

Target Group:

  All employees who work with external or internal clients


Duration:

  2 days




Basic Selling Techniques


A sales representative is one of the most desired jobs in modern business. It is because people are the main driving force for the market where there are hundreds of similar products. Therefore it is the training that sales representatives receive that determines if they reach potential customers, whether they will be able to convince them and as a result sale our products or services. This training is therefore designed especially for those sales representatives, who would like to learn professional selling techniques. The training is aimed mostly at young sales representatives and therefore incorporates compendium of basic sales knowledge and abilities connected with it.

Training objectives:

  What is effective selling
  Rules of selling
  Sales chain
  stages of sales process and sales meeting
  Preparation for sales meetings
  The role of relationships with clients in sales
  Effective communication as a necessary precondition for creating relationships with clients
  Gathering information about client's needs
  Language of benefits
  Finalising and closing sales meetings

Expected Results:

The participants will learn:
  How does sales chain work and what mechanisms govern it
  Rules of effective selling
  Planning sales objectives
  Creating good relationships with clients
  Rules of verbal and non-verbal communication
  Observation and active listening
  Using the information gained by asking questions
  Matching the language used to the needs of the customer
  Reading the signs of a willingness to buy and finalising the sales meetings
  How to check client's satisfaction and how to encourage them to for future contacts

Target Group:

  Sales representatives and everyone having contact with clients


Duration:

  2 days




Selling Techniques - advanced level


This training is a continuation and further development of the "Basic Selling Techniques" training. It covers a range of more advanced tools and techniques connected with the area of communication and creating relationships with customers as well as gathering and transferring information. Moreover it teaches how to distinguish between different types of clients and how to match effective arguments to them. Finally this training provides tools for working with client's objections and influencing the decisions that clients make. je.

Training objectives:

  Rules of effective business talks during the sales meetings
  Exerting influence on the non-verbal communication level
  Techniques of tuning in with clients and leading them
  Types of clients
  The art of using the right questions
  Selling through questions
  Elements of persuasion connected with creating arguments for a client
  Model of client's decision about purchasing
  Techniques of persuasion and sales tricks
  The ability to use client's objections in the process of convincing them
  Exerting influence on client's emotions during the process of selling
  Creating long-term relationships with clients

Expected Results:

The participants will learn:
  Howto, thanks to techniques of tuning in with clients, lead them during the sales meeting
  How to diagnose different types of clients
  How to ask in such a way that clients want to give important information
  How to match arguments and the way of presenting product or service to the given type of client
  How to prepare a good persuasive communicate that responds to the deep needs of our client
  How to evoke good will and the desire to buy our offer in our client
  How to manage one's own and client's emotions during the sales meeting
  How to influence client's decisions
  How to shape relationships in such a way that clients want a long-term cooperation with us and recommend us to other

Target Group:

  Sales representatives and other people dealing with sales


Duration:

  2 days




Negotiation Skills


Negotiating is an ability so crucial for business that it is hard to imagine running a business without it, especially since business relationships require it on a daily basis. This training gives an opportunity to learn what negotiations are and how to be an effective negotiator. During the training the participants will gainnecessary theoretical knowledge about different styles and types of negotiations as well as, thanks to their taking part in different simulations, they will learn the practical side of negotiations including negotiation tools and techniques. They will have an opportunity to try out different negotiation styles and work out their own ideas about being a negotiator.

Training objectives:

  What are negotiations
  Different elements and factors influencing negotiations
  Types and styles of negotiations
  Negotiations based on win-win principles
  Stages of a negotiation process
  Negotiation strategies and techniques
  Preparing for negotiations
  Defining the objective of negotiations
  Strength of a negotiator - BATNA
  Exerting influence - tricks and levers
  Multi-stage negotiations

Expected Results:

The participants will learn:
  How to discern different negotiation styles
  Rules of win-win negotiations
  Planning a negotiation strategy based on interests
  How to gather useful information during the negotiation meetings
  Building one's own negotiation strength and determining the negotiation strength of partners
  Recognising different types of negotiators and matching one's own behaviour and arguments to a given type of partner
  How to use tools and techniques of exerting influence on different stages of negotiations
  How to react in difficult situations and how to deal with different negotiation partners
  How not to get manipulated and reach one's own goals
  How to plan and set the negotiation accents in multi-stage negotiations

Target Group:

  Sales representatives and everyone dealing with negotiations


Duration:

  2-3 days




Negotiation game and strategies


Negotiation is the area of many different strategies and tactics. Each and every negotiator tries to find the best possible way to achieve his goals and find pressure points in order to exert influence on his partners. Some of those negotiation strategies are friendly but many are difficult techniques from the area of deep persuasion or even manipulation. This training is a practical review of dozens of negotiation techniques and strategies. It's participants, thanks to taking part in simulations of negotiations, will have an opportunity to experience the usage of a given technique and ways of defending against it by means of best answers and ripostes.

Training objectives:

 Negotiations mechanisms
 Role of strategy in negotiations
 Negotiation Strategy vs. Negotiation Tactics
 Different types of negotiation games and strategies
 Strategies using the elements connected with negotiator
 Negotiation games using the aspect of time
 Strategies connected with place of negotiations
 Data-based strategies
 Using different ways of negotiation as a negotiation game
 Clients manipulative games
 Strategy vs. Manipulation
 Responses to the client's manipulation

Expected Results:

The participants will learn:
  How to use mechanisms of negotiations to create a negotiation strategy
  What the games of selling and negotiating are about
  What are the types of games and strategies in negotiations
  How to plan a negotiation strategy in the context of specific client and how to set negotiation goals
  How to use data and time in negotiation games
  How to plan negotiation strategy based on a negotiator or place of negotiations
  How to exert pressure in negotiations
  How to discover moments when clients start manipulating by playing one of manipulation games
  How not to get involved in manipulation games or find effective answers and ripostes



Target Group:

  Sales representatives, Key Accounts, Negotiators. This training is for rather advanced negotiators and therefore
         it is recommended that it's participants have completed the basic negotiation skills training.


Duration:

  3-4 days (due to a large number of negotiation simulation and the review of dozens of negotiation games)




Techniques of Influence and Persuasion


It is impossible not to exert influence, because, consciously or not, we always exert influence on other people. Therefore we should do it in a more conscious and,first of all, more effective way. This training teaches what are the rules and mechanisms of exerting influence and how to use them in contacts with clients in order to achieve our goals. It also teaches tools and techniques of persuasion, methods of convincing, and leading clients during the sales meetings or telephone contacts. The training is also a kind of a workshop where it's participants can learn how to create an effective message and at the same time be credible and persuasive.

Training objectives:


  Rules of social influence
  Rules and mechanisms of influence
  Factors that determine the degree of influence
  Techniques of exerting influence in communication
  What is persuasion
  Communication coherence on verbal and non-verbal levels
  Verbal aspects of persuasion - persuasive language structures
  Persuasive communication
  Information filters and their influence on the reception of the message
  Types of information filters
  Matching the message to preferences connected with specific information filter
  Subconscious manipulation games
  Dealing with manipulation games

Expected Results:

The participants will learn:
  How to use the rules of exerting influence in contacts with clients
  Which of the rules of exerting influence can be used in a given context in order to achieve success
  How to exert influence in an effective way during the communication
  How to use language in a conscious way
  How to create communicates that have a large persuasive value
  How to give information in such a way that it changes people's attitudes
  Diagnosing people by their information filters
  How to formulate messages in such a way that people have no problems understanding them and can easily agree with them
  Recognising clients manipulation games
  How to skilfully answer to other people manipulation



Target Group:

  Sales Representatives and everyone dealing with contacts with clients, negotiations or marketing


Duration:

  2-3 days (due to a large number of meetings simulated and the review of dozens of techniques of influence and persuasion)




Telephone Customer Service


Telephone has become one of the most important and widely spread methods of contact with a client. It is not only that companies phone their clients but also clients who use their phones to contact the company when there is a need to solve a problem or settle important issues. The question that arises is how to use the telephone to talk with a client in such a way as to be credible, persuasive and match the offer to the client needs at the same time? How to make the client feel that he has been attended in a professional way? This training gives answers to those questions.

Training objectives:


  General rules of telephone customer service
  Pros and cons of telephone contacts
  Strategy of a telephone talk and planning the conversation
  Stages of creating a positive reception
  Defining one's own authorisations
  Statements that can begin the conversation
  The precision of communication or the ability to formulate the message in a clear and precise way
  The importance of voice in the telephone customer service
  Voice and emotional message
  Different types of clients and ways of adjusting to them
  Techniques of gathering information
  Summary - the confirmation of client's needs
  The ability to re-formulate difficult information
  Finishing the conversation - tuning in with the client's future needs
  Dealing with 'difficult' clients
  Conversation register and time management

Expected Results:


  The participants will learn:

  How to plan an efficient telephonic conversation
  Using the possibilities of voice modulation and auditory transmission to create better relationships with clients
  Creating different emotional states though voice modulation
  The ability to create a credible and persuasive image
  The ability to lead a customer through questions and get answers which allow for an understanding of what is important for the customer
  The ability to match the information to the preferable way of interpreting them by the client
  Solving conflicts and overcoming the resistance
  How to pose arguments that defend our position
  How to make the best use of the time for telephone customer service



Target Group:

  Call-centre workers, sales representatives and others using mainly a phone for contacts with clients


Duration:

  2 days




Key-customers management


The goal of this training is acquiring by it's participants the knowledge and skills in the area of key-customers management. It is the key-customers that generate the biggest sales and the quality of contact and cooperation with them is often crucial for the success or failure of the company. However key-customers are often very demanding partners and visiting them is not enough to succeed. Those who work with key-customers need to be perfectly prepared, absolutely professional sales representatives who not only understand mechanisms of sales but also know how to use them to shape the relationship with the customer and improve partnership with key-customers. Finally working with key-customers requires the ability to manage relationships in such a way as to be able to divide one's time and resources between those customers who provide for the company and those for whom the company provides.

Training objectives:

  The essence of key-customers management
  What does it mean to be a key-customer and who is a key-customer
  Shaping the relationships with key-customers
  Stages of the relationships with key-customers
  Client's perspective in relations with suppliers
  Rules of functioning of the chain of deliveries
  Suppliers positioning - the models used for selecting main suppliers
  Key-customer identification
  Methods of segmentation of the market
  Key-customers selection
  Categories of clients - from key-customers to those sustained by the company
  Client attractiveness criteria
  Optimising the cooperation with client
  Entry strategies
  The influence on shaping client's needs

Expected Results:

The participants will learn:

  How to define key-customers on the basis of sales mechanisms
  How to shape consequent stages of relationship with the client based on maintaining good relations
  How to analyse relationships by assuming the client's perspective
  How to pay notice to important aspects of cooperation with suppliers from the client's point of view
  Identifying key-customers and making the most optimal selection of customer's wallet
  Finding new customers with a potential of becoming key-customers
  Creating and shaping new needs of key-customers



Target Group:

  Key Accounts, Sales Representatives, Negotiators


Duration:

  2 days




For Employee:

Effective and Efficient Communication


The ability to communicate effectively is one of the most basic and at the same time most crucial competences required in every job. It should not be surprising that it is the area of communication where most problems connected with misunderstandings of order, lack of the ability of proper listening to and giving feedback, or unclear and misleading information processing, appear. This training is intended for each and every employee and it's goal is to teach it's participants how to communicate in a clear and precise manner in order to be well understood and cooperative in day-to-day work.

Training objectives:

  Model of effective communication
  Rules of effective communication
  Basic channels of the information flow
  Non-verbal aspects of communication
  The importance of body language and voice modulation in creating and maintaining contact
  Verbal communication
  Active listening
  Matching the communicate to the interlocutor
  Logical and emotional communicate
  The role and importance of feedback in communication

Expected Results:

The participants will learn:
  The rules of effective and efficient communication
  How to make a good contact
  How to use body language and voice modulation in transmitting information
  How to listen in such a way that other people will want to speak and share information
  How to distinguish one's own opinions and emotions from facts
  How to match communicate to a specific interlocutor
  How to give and receive feedback


Target Group:

  All employees


Duration:

  2 days




Time Management and managing priorities


In such a work rush as we are experiencing nowadays only those who are well-organised are able to work effectively. Consequently, it is not enough to be ready and willing to work. What one need is also the ability to plan tasks, chose priorities, organise work and, finally, verify the results in order to evaluate the effects. This training teaches those skills in a practical way, using real-life work examples how to plan, basing on priorities, how to cope with unpredictable tasks, or how to eliminate the so called 'Bad Time Habits'.

Training objectives:

  Rules of time management
  Identifying the 'Bad Time Habits'
  Precise goals as a precondition for time management
  Rules of successful planning
  Short-term and long-term plans
  Rules of setting priorities
  Unpredictable tasks
  Tools connected with work organisation
  Controlling delegated tasks and verifying the results

Expected Results:

The participants will learn:

  Rules of an effective and efficient time management
  What types of 'Bad Time Habits' they can eliminate in their own work
  How to set goals and tasks in a precise way
  How to plan one's own activity basing on objectives to reach and tasks to be done
  How to plan in a day-by-day and long-term perspective
  How to use priority-setting tools
  How to organise daily work in a most efficient way, while taking into account unplanned events
  How to control tasks completion and the results
  How to cope with stress derived from time pressure and a high amount of work to be done

Target Group:

  All employees


Duration:

  2 days




Presentation Skills


Presentations have become a permanent part of all meetings, being at the same time a way of communicating information, convincing others to one's ideas, projects and personality. The objective of this training is to give people basic knowledge of how to make presentations, starting from a preparation, through using tools and handouts, verbal and non-verbal aspects of communication, to creating an atmosphere that encourages interest and active listening of the audience.

Training objectives:

  Rules of effective presentation
  Goal of a presentation and it's topic
  Creating a presentation
  Structure and Scenario of a good presentation
  Tools and Handouts during the presentation
  Space organisation
  Non-verbal communication during the presentation
  Body language and voice modulation
  Verbal communication
  Logical and emotional arguments
  Questions during the presentation
  Dealing with stage fright

Expected Results:

The participants will learn:
  The rules of effective presentation
  How to create a presentation in such a way that it fulfils it's goal
  How to make best use of tools and materials given for a presentation
  How to organise space in the most effective way, depending on the type of presentation
  How to be credible during the presentation
  How to work with gestures, facial expressions and voice during the presentation
  How to overcome stage fright
  How to match the arguments with audience and make the best use of those arguments
  How to make listeners engaged in the presentation
  How to deal with audience questions


Target Group:

  All employees


Duration:

  2 days for a group of about 5-6 people
  3 days for a group of about 12 people




Internal and External Client Service


Many departments of a company have service function dealing with both internal and external clients. In both cases professional attitude towards client service requires competent staff, who will serve any client in such a way that he or she will feel like a business partner and as a result will be willing to work with our company again and give us favourable references. Professional service is also a part of image-building for a department, both inside and outside the company. In the case of an inside image, the better an image is, the better cooperation with other departments becomes and therefore less energy is wasted on conflicts and more is used on accomplishing the company objectives.

Training objectives:

  Role and value of internal and external client service
  Rules of a good client service for both internal and external clients
  Creating a pro-active attitude in contacts with clients
  The ability to initiate actions and the role of initiative while dealing with internal and external clients
  Setting and accomplishing objectives
  Matching objectives to the needs of the client
  Motivating oneself and others
  Communication as a prerequisite for an effective internal and external client service
  Dealing with emotions in contacts with internal and external clients
  The ability to distance oneself from the difficult situations
  Dealing with stress and tensions
  Empathy and assertiveness in relationships

Expected Results:

The participants will learn:
  The rules of good client service for both internal and external clients
  How to initiate actions instead of waiting or referring to other people
  How to gather information about client's needs and how to match objectives to those needs
  How to have a good communication with internal and external clients
  How to deal with emotions in contacts with clients
  How to deal with pressure exerted by clients
  How to distance oneself from difficult situations
  How to understand client's perspective and be assertive at the same time


Target Group:

  All employees who have contact with external and/or internal clients


Duration:

  2 days




Against routine or how to be pro-active


It is easy to notice that some of the workers fall into routine. On the one hand they do what is required from them but on the other it can be seen that they don't have the same energy and motivation. Rather than actively looking for new challenges and initiate changes they do what is needed and work on not having to change. In other words they become more interested in keeping the status quo rather than developing. Does it have to be like that? Can it be changed? The answers to those questions are all in this training, that not only gives it's participants answers what is the reason for their routine at work but also gives them tools and techniques to change it and get a second breath and enthusiasm for their work.

Training objectives:

  Routine and one's own effectiveness
  Comfort zone an the desire to keep status quo
  Influence of the attitudes and way of thinking on the achieved results
  Correlation between results achieved and a feeling of being in control
  The main and mechanisms of influence
  Creating a model of influence with special emphasis on exerting influence on oneself and one's own actions
  Creating a pro-active attitude in acting
  Setting and fulfilling goals as a general direction of actions undertaken
  Connecting personal and professional objectives as a possibility to activate motivational energy
  The ability to create internal motivations
  Directions and strategies of effective motivation - auto motivation
  The ability to initiate actions and the role of initiative in relationships
  Change and pro-activeness as a permanent attitude

Expected Results:

The participants will learn:

  What are the mechanisms that cause routine
  How to shape their thinking and create the sense of having an influence on surrounding reality
  How to make use of their own capabilities
  How to initiate actions instead of waiting for a change to happen
  How to set new goals which will be motivating them to leave sphere of comfort and act
  How to initiate their own motivation in an effective wayv

Target Group:

  All employees, especially those with a long job tenure
Duration:

  2 days



Assertiveness


Assertiveness is one of those skills which are useful for everybody both in professional and in personal life. It allows for taking care of one's own borders and at the same time respecting the borders of other people. Being assertive allows us to express our emotions and feelings directly and have our own opinions. The skill is connected with the ability to say 'no' as well as with the ability to accept prises and assessments. However it is nneither as simple as it may seem to set borders for other people in a clear way, nor to give ourselves the right to state aloud our opinions, needs or wishes. This training teaches those skills - how to be assertive with respect to oneself, other people and the world.

Training objectives:

  What is assertiveness
  Basic rules and mechanisms connected with assertiveness
  Map of assertiveness
  Rules of assertiveness
  One's Own territory in different aspects of life
  Setting borders and defending one's own right
  Empathy and respecting borders of others
  Assertive way of accepting assessment
  Stating opinions and feelings in contacts with other people
  Assertive techniques in everyday life

Expected Results:

The participants will learn:

  How to state their own mind in a clear and assertive way
  How to use the rules of assertiveness
  To clearly set their borders for other people, taking care of their borders, feelings and needs
  Constructively express emotions
  How to say 'no' effectively without being rude
  How to get along with criticism and assessment
  Assertive stating of their opinions at work and in everyday life
  To be assertive in difficult situations and with difficult partners



Target Group:

  For all those who cannot be assertive or would like to strengthen their assertiveness


Duration:

  2 days




Emotional Intelligence


According to many researchers emotional intelligence plays a much more important role in life than knowledge and academic intelligence. It is so because it's emotions that rule the world, often against logic, and dictate our decisions. Moreover when we lack facts we let emotions govern our choices and reactions. What is more, it's emotions that governempathy and the creation of relationships with other people. According to one of the most important researchers of emotional intelligence - Goleman IQ only contributes to "at best" 20% of "factors that determine life success" while the remaining 80% is governed by Emotional Intelligence. Proposed training teaches how to develop this ability and become more emotionally intelligent.

Training objectives:

  What is Emotional Intelligence
  Main areas of emotional intelligence
  Recognizing one's intelligence
  Differentiating positive and negative emotions
  Personal emotions management
  Empathy in contacts with other people
  Recognizing emotions of other people
  Managing relationships with other people - sympathy
  Auto-motivation and the ability to direct one's own emotions in action
  State of comfort and contentment in actions - 'flow'

Expected Results:

The participants will learn:

  How emotions are created
  To name their own emotional states and their feelings
  To recognize and state in a constructive way their own emotions
  Recognizing emotions of other people
  Actively and empathetically listen and share the feelings of speaker
  Direct their own emotions in such a way as to make them an ally in everyday actions
  Be more aware of their own choices, feelings and needs
  To create better relationships with others by assuming their perspectives
  How to create their own motivation and the 'flow' state



Target Group:

  For all those who want to learn or develop skills connected with emotional intelligence and raise their EQ


Duration:

  2 days




Anti-stress training


More and more people complain about stress. We live under much time- and obligation- pressure in both professional and personal life. The number of stress-increasing factors around us is on the increase while the number of those connected with relaxing and winding down- on the decrease. Therefore coping with stress becomes one of key skills connected with effective functioning and being successful. Moreover it is one of skills crucial for our health as stress is not health-neutral. This training is an opportunity to learn how to cope with stress. It teaches techniques of control and methods of dealing with difficult situations.

Training objectives:


  What is stress
  Mechanisms of stress levels rising
  Physiological aspects of stress
  Different types of stress - mobilizing stress and destructive stress
  Individual reactions to stressful situations
  Auto diagnosing of one's stress level
  Role of beliefs in coping with stress
  Techniques of distancing oneself from difficult situations
  Emotions control and management
  Stress and burning-out effect
  Relaxation techniques

Expected Results:

The participants will learn:

  To diagnose stressful situations and mechanisms of arising of stress
  To diagnose optimal level of stress for them - mobilizing stress
  To identify limiting beliefs that contribute to rise of stress
  To read physiological symptoms of stress
  Deal with time and environment pressure
  Techniques of controlling the emotions connected with distancing from problems and swift change of emotional state s
  The ability to create a state of well-being and using this state
  How to make use of relaxation techniques - Autogenic training, directing their imagination, elements of Tai Chi
  Methods of avoiding professional burn-out effect



Target Group:

  All those who want to learn how to cope with stress


Duration:

  2 days




Work-Life Balance


Nie żyjemy by pracować, lecz pracujemy by żyć. A zatem nie poświęcenie i zatracenie, lecz równowaga pomiędzy życiem osobistym i pracą to rzecz kluczowa! To stwierdzenie w dzisiejszym świecie nabiera szczególnie dużego znaczenia, bowiem ludzie doświadczający równowagi we wszystkich obszarach życia - czyli ludzie szczęśliwi - to najcenniejsze zasoby każdej organizacji. To oni są najbardziej kreatywni i pomysłowi, są pełni energii i entuzjazmu, efektywnie przyczyniają się do realizacji celów firmy. Jeśli zaś tej równowagi brak to choćby najbardziej kompetentni i profesjonalni pracownicy - nie zachowując równowagi - prędzej czy później odczuwają ograniczający stres, frustrację, która ich blokuje, obniża efektywność, sprzyja czasowemu spadkowi motywacji, a w dalszej perspektywie - wypaleniu zawodowemu.

Na naszym szkoleniu dowiesz się jak dbać o ten balans pomiędzy pracą i innymi sferami życia osobistego.

Cele szkolenia:

  Work-Life Balance - czym jest
  Obszary życia - obszary równowagi
  Poczucie wpływu na własne życie
  Wartości i cele w życiu – gdzie jestem, a gdzie chcę być
  Koło celów – diagnoza poziomu równowagi i zadowolenia
  Cele i potrzeby w perspektywie krótko i długoterminowej
  Moje priorytety i niezbędne zasoby do realizacji celów
  Jak budować i utrzymać własną motywację
  Strefa komfortu i wypalenia
  Nastawienie wobec wyzwań i zmian
  Pozytywne przekonania i proaktywna postawa
  Radzenie sobie ze stresem i presją
  Zarządzanie własnymi emocjami
  Równowaga w perspektywie czasowej: balans teraz/balans na stałe

Oczekiwane rezultaty:

Uczestnicy nauczą się:
  Określania poziomu równowagi pomiędzy praca a życiem osobistym
  Że praca jest integralną częścią życia, a osiągnięcie harmonii w tej sferze pozytywnie wpływa na poziom motywacji i kreatywności
  Rozumienia własnych celów, potrzeb oraz świadomego zarządzania sobą w kontekście zawodowym i pozazawodowym
  Precyzyjnego wyznaczania celów oraz dobierania zasobów potrzebne do ich realizacji
  Zauważania swojej strefy komfortu i podejmowania działań ułatwiających jej opuszczenie
  Radzenia sobie z presją i naciskami otoczenia
  Utrzymywania balansu w długiej perspektywie czasowej



Grupa docelowa:

  Dla wszystkich osób, które chcą utrzymać równowagę miedzy pracą i życiem osobistym.


Czas trwania:

  2 dni




DISC CLASSIC - Analiza Profilu Osobowego


Sprawdzony od 40 lat model rozwojowy, opisujący profil osobowy pracownika w miejscu pracy. Wykorzystywany w ponad 50 krajach przez 90% firm z listy Fortune 500. Pozwala opisać naturalne preferencje pracownika w miejscu pracy, a tym samym zwiększyć dopasowanie pracownika i stanowiska pracy, przez co ułatwia podniesienie wydajności pracy. Jest to model rozwojowy, który pozwala zdefiniować obszary do rozwoju w miejscu pracy i ustalić sposoby rozwijania tych obszarów, kompetencji. Jest licencjonowanym narzędziem firmy Inscape Publishing.


Cel badania:

  Zdefiniowanie preferencji pracownika wspierających jego efektywność, jak również ograniczających wydajność
  Zrozumienie własnego zachowania i jego wpływu na zachowania otoczenia
  Uświadomienie sobie podstaw zachowań innych pracowników/ ludzi
  Opisanie obszarów wymagających rozwoju, w celu poprawy efektywności pracy

Oczekiwane rezultaty - uczestnicy szkolenia:

  zrozumieją swoje zachowania i sposób odbioru tych zachowań przez otoczenie
 określą w jaki sposób ich zachowania mogę wpływać na podnoszenie ich efektywności w miejscu pracy lub obniżenie tej efektywności
 uzgodnią obszary kompetencji, zachowań, które powinni i chcą rozwijać
 zaplanują ścieżkę i sposób rozwijania niezbędnych kompetencji
 zrozumieją w jaki sposób należy i warto interpretować zachowania innych osób w celu podniesienia efektywności komunikacji i współpracy w zespole

Menedżerowie po przeprowadzonym badaniu...

  zrozumieją w jaki sposób ich zachowania wpływają na zachowania i efektywność pracowników
  określą swoje obszary kompetencji, które należy wzmacniać, a które rozwijać
  otrzymają wskazówki interpretować zachowania pracowników w różnych sytuacjach i w jaki sposób wykorzystać je w celu podniesienia wydajności zespołu
  uświadomią sobie w jaki sposób mogą podnieść efektywność komunikacji, delegowania zadań, rozwiązywania konfliktów
  otrzymają dodatkowe narzędzie umożliwiające zaplanowanie ścieżki rozwoju pracownika.

Sposób przeprowadzenia badania

  badanie on line trwające w granicach 10 min.
  wygenerowanie raportu w wersji papierowej lub elektronicznej
  feedback certyfikowanego trenera, praktyka zapewniający umiejętność pracy z raportem w miejscu pracy, w celu rozwijania oczekiwanych zachowań

Badanie dedykowane

  pracowników i kadry menedżerskiej
  działów HR
  w trakcie procesu rekrutacji, sesji oceniających, wypracowujących ścieżki rozwoju

Dodatkowa wartość

Dodatkową wartość stanowią moduły szkoleniowe ściśle skorelowane z opisem profilu osobowego i dopasowane do potrzeb firmy w następujących obszarach:
 Komunikacja
  Zarządzanie konfliktem
 Umiejętności interpersonalne
 Kadra menedżerska
  Sprzedaż
  Zespół

Thomas - Profesjogram - Analiza Stanowiska Pracy


Profesjogram (Analiza Stanowiska Pracy) jest narzędziem pozwalającym w sposób naturalny stworzyć optymalny profil kompetencyjny dla określonego stanowiska pracy. Stworzony wzorzec może być punktem odniesienia w procesie rekrutacji, co pozwala skuteczniej i szybciej identyfikować kandydatów o oczekiwanym profilu, dopasowanym do przyszłej roli. Opierając się o profesjogram można określić i opisać oczekiwane zachowania pracowników. Wynik profesjogramu jest łatwy do porównania z APOs ( Analiza Profilu Osobowości) kandydata, co pozwala ocenić stopień zgodności i zdefiniować obszary wymagające dodatkowej analizy.


Cel badania:

  Przygotowanie miarodajnego wzorca zachowań na danym stanowisku pracy zgodnego z oczekiwaniami i wymaganiami firmy
  Opisanie obszarów na które należy zwrócić uwagę podczas procesu rekrutacji.
  Możliwość porównania Profilu Osobowego kandydata/ pracownika z Profesjogramem i określenie obszarów wymagających sprawdzenia lub rozwijania.

Oczekiwane rezultaty :

  uzgodnienie obszarów kompetencyjnych pracownika wymagających rozwijania w celu dopasowania do Profesjogramu
  zwiększenie skuteczność doboru pracowników do wymagań stanowiska pracy
  podniesienie efektywności procesów rekrutacyjnych

Sposób przeprowadzenia badania

  przygotowanie Profesjogramu przebiega w formie onlinie lub papierowej i wymaga udziału najlepszych pracowników z pozycji opisywanej oraz ich przełożonych
  czas trwania badania wynosi ok. 15 min

Badanie dedykowane

  menedżerowie wysokiego i średniego szczebla
  działy HR
  osoby planujące i biorące udział w procesie rekrutacji

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Jacek Korzeniowski
President at Business Way sp. z o.o., Coach, Consultant, Trainer
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Marek Sztomberski
Vice-President at Business Way sp z o.o., Coach, Consultant, Supervisor, Trainer
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Jacek Węgrzyk
Consultant, Trainer
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Robert Siewak
Trainer, Consultant, Coach
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Elżbieta Ziembrowicz
Trainer, Coach, Conslutant
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Anna Kazakow
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SYLWIA KOWALSKA
Director of Sales & Marketing, Consultant, Trainer, Coach
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Danuta Krawczyk
Trainer, Coach, Conslutant
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Siergiej Litwinow
Coach, Consultant, Trainer
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Bogumiła Więcław
Trainer, Lecturer
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Trainer
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Jacek Korzeniowski

Jacek Korzeniowski

President at Business Way sp. z o.o.
Coach, Consultant, Trainer



  My motto:
"Success and development in action. I like to change theoretical knowledge into practical success and open new areas of expertise and create new, effective structures. I know, that my knowledge and experience is valuable for others and help them to achieve ambitious goals. I'm especially motivated by achieving goals and breaking barierrs that seem impossible to achieve or break. "


Education:

Bachelor of Medicine at Medical University of Lublin;
MBA at Koźmiński University;
Yans Cron Consulting Group - Business an NLP Trainer;
University of Economy in Bydgoszcz Post Graduate Diploma in Coaching;
Graduate of French Institute in Warsaw ;
Graduate of Management Central Europe in Brussels;
DISC Classic, Thomas International (APOS, TST, 3600 ) certificates;


 

Professional Experience:

I started my career as a medicine doctor and worked for 14 years in a hospital and as a head of a clinic. Then, I set up Medical Rescue School, which in 3 years became the second biggest school of this type in the world, training over 3000 people a year.

Besides training and teaching, I was responsible for work coordinating 20 trainers and 12 medicine professors, hospital executives and other heads, being part of the Program Committee of the Medical Rescue School.

After that, I worked for 13 years for an international pharmaceutical company. I worked through all the positions from Medical Representative to National Sales Manager. During that time I administered a team of 130 Medical Representatives and 14 managers. I am an author of many sales, management, motivational, reporting and monitoring solutions.

Since 2008 I am a co-owner of Business Way sp. z o.o. and using my skills and experience in the area of personal and professional development I help our clients by coaching, training and consulting . I trained, coached and assessed in: Glaxo, Teva, Pliva, Novartis, Astellas, Novo Nordisk, BGK, Drozapol S.A, Arteria, Cegedim Polska, Symposion, Bahlsen Sp.z o.o., Hand Prod i many other.

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Bogumiła Więcław

Trainer, Lecturer


  My motto:


"I like to share my experience with other people, especially when it comes to knowledge as useful as diplomatic protocol, etiquette and savoir-vivre."








Education:

Graduate of Law Faculty at University of Warsaw
Post-Graduate studies at Warsaw School of Economics
Graduate of Hague Academy of International Law


 

Professional Experience, Successes:

I am a specialist in diplomatic law, especially in the matters of diplomatic privileges and immunities.


I worked in Ministry of Foreign Affairs of the Republic of Poland on different posts concerned with diplomatic protocol, namely: as a Head of Privileges and Immunities Unit (4 years), a Deputy Head of Diplomatic Protocol Unit (6 years). I also worked on Polish diplomatic posts in Finland (8years), USA (5,5 year) and Australia (5 years). During my professional career I took part in many of the most important diplomatic events such as First Ladies trips to Poland, Prime Ministers or Foreign Affairs Ministers visits to Poland. I planned and organised diplomatic celebrations in Poland and abroad.

I give lectures on diplomatic protocol for employees of Ministry of Foreign Affairs of the Republic of Poland, students of National School of Public Administration, civil service workers, students at Warsaw School of Economics and in Polish Intitute of International Affairs.

I give lectures on business etiquette and savoir-vivre, working for many companies such as: Ogólnopolskim Centrum Edukacji Samorządu i Administracji (OCESIA), European Academy of Diplomacy(EAD), Wrocław Agglomeration Development Agency SA

Jacek Korzeniowski

Waleria Sobolewska

Trainer



  My motto:
"I like to learn and teach in such a way to see the results of my teaching. I act with passion."



 
 
 

Education:

M.A. in Polish Philology at ‎‎‎‎Łódź University


 

Professional Experience:

For many years I worked as a Russian teacher for corporate clients (Teka Maszyny Budowlane, Styrolution, Polish School Publishers PWN, PM Group, Tele- and Radio – technic Insitute, Supreme Audit Office, Adobe, Polska Agencja Prasowa) and a lecturer at Centre for Russian Language Learning. I conducted teacher-training courses for Russian language teacher in the area of teaching methods and modern Russia (High School Teachers as well as Academic Teachers).

I have done simultaneous translations and interpreting. I worked with Polish Scientific Publishers PWN and Polish School Publishers PWN.

Since 2004 I work for Supreme Audit Office, where I teach employees Russian as well as translate during international meetings, I translated rapports concerning EURO 2012. I worked for 'Ankos Trading' where I learnt a lot about sales and international business. I also learnt how to make import-export and customs documentation in Polish, Ukrainian and Russian. Moreover, I negotiated with Russian-speaking customers.

I have also run a Travel Agency called 'World Map'. I have also gain a lot of valuable experience working as an Educational Consultant and a trainer in Erasmus Education Centre, which dealt with direct sales of educational and memory courses as well as fast reading courses and effective learning courses for children and teenagers. The company has recently been introduced to Ukraine under the name of 'Academy of Success' and I am it's General Executive.

Jacek Korzeniowski

Marek Sztomberski

Vice-President at Business Way sp z o.o.
Coach, Consultant, Supervisor, Trainer


  My motto:
"I am fascinated by humans and their unlimited potential. I have a feeling that in a world full of changes guiding people and helping them to develop is a great adventure and never-ending journey in search of new possibilities."


Education:

M.A. in Psychology at John Paul II Catholic University in Lublin

Many Certificates, including:

Practitioner of Art of NLP - NLP Master and NLP Trainer
The NLP Connection and Society of Neuro - Linquistic Programming (USA)
The Structures of Time – Christina Hall

Trained by:

Christina Hall, Herman Müller, John Seymour, Joseph O'Conor , David Nenan or Robert Cialdini.


 

Professional Experience:

Between 1984 and 1996 I owned different retail sales and services companies .

Between 1991 and 1994 I was a Manager at Centre for Personal Development in Świdnik. I managed a team of employees and was responsible for creation and implementation of company's strategy as well as implementing innovative personal development projects.

From 1995 to 2003 I was a co-owner and a trainer at NLP Training and Consulting Institute and from 2003 to 2011 I was a Vice-President and a trainer at Kulesza Sztomberski Institute of Business Education consulting company. I created and implemented managerial training systems in many different companies including: Astellas, Adamed, Coca Cola Beverages, Bahlsen, D-Link Polska, Philip Morris, Kraft Foods, Nestle, Nutricia, Mars, Unilever, Dębica, ING, Kredyt Bank, Bank BPH, Bank Zachodni WBK, PZU, Triada, Bayer, Boehringer Ingelheim, GlaxoSmithKline, Roche Pharmaceuticals or Boots Healthcare.

I also worked as a consultant and created sale strategies as well as trainer for sales force for many companies like: Kompania Piwowarska, Kamis Przyprawy, GoodYearDunlop, Tesco, Volvo, Ceramika Paradyż, Ciech, Philips, Rockit Benckiser, Era, PTK Centertel, Capgemini and many more. Moreover, I introduced systems of sales coaching in Bahlsen Polska, GSK or Triada.

I am an author of many essays and articles on business and NLP. Finally I am an author of the book “31 stories”.

In Business Way I fulfill my passion for working with other human being.

Jacek Węgrzyk

Piotr Mildner

Consultant



  My motto:

"Respect for other people, dynamics in action and consequence in reaching one's goal."




Education:

Warsaw University of Life Sciences
Graduate of Columbia Senior Executive Program (CESP), New York
Foreign languages: English, German, Russian and Spanish


 

Professional Experience:

First ten years of my work was the time of getting familiar with the world of economy, contacting with clients and managing the team in Polish branch of Du Pont de Nemours. For me Du Pont de Nemours was a real school of business. Experience which I gain there resulted in an offer received from one of the world biggest chemical companies in the world - The Dow Chemical Company. After few years of work in Polish branch of the company and receiving the title of the best salesman in the Eastern Europe I was promoted to the position of Manager of the Agro-biology Department for East European countries with office in Vienna. Next challenge in my career was to create first American-Bulgarian JV of th The Dow Chemical Company in Sophia, where I worked as a General Executive for three years. In the year 1992 I changed not only companies but also industries.

As a result for the next 10 years I worked as a General Executive of a branch and later of a whole company that was part of Boerhringer Ingelheim conglomerate in Warsaw. Next important step in my career was managing Polish branch of Hoffman la Roche - a Swiss company producing a wide range of innovative pharmaceuticals. During that time, besides doubling the sales figures in the first three years, I created the department responsible for Hoffman la Roche IT solutions and gave possibility for expansion of the department of clinical research for Eastern Europe. Basing on my previous international experience I started creating my own consulting company - Executive Management Agency (E.M.A.) in 2006. E.M.A specialises in consulting for companies that make their businesses outside Poland. E.M.A.'s most important client in the area of developing on international markets is pharmaceutical company Polpharma S.A.

E.M.A. played a key role in creating Polpharma's branches in Belarus, Uzbekistan, Azerbaijan and Vietnam as well as in launching the production of drugs in Kazakstan. I am an author of many essays and articles on business etiquette. My most well-known work is a book „Podstawy etykiety, czyli wiza do Świata Biznesu“ (Etiquette 101 or a visa to the Business World), which is now getting more and more popular in Russian-speaking countries, especially in Central Asia.

I support Business Way's dynamic growth with my knowledge and experience.

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Siergiej
Litwinow

Coach, Consultant, Trainer



  My motto:
"The most fascinating thing in training people is the possibility to meet ambitious people with high expectations who really want to improve themselves. I am motivated by the vision of benefits of my trainees. Moreover, when I train people I feel like an explorer and a guide at the same time."


Education:

Ship construction and mechanisms at KTOB in Kiev
Practitioner of Art of NLP - NLP Master and NLP Trainer - Society of Neuro-Linguistic Programming

Certificates:

NLP and Accelerated Personal Development – Meta-Mind Consulting & John Seymour Asssociates
Advanced Presentation Skills – International Institute for NLP & MORE
Successful sales with NLP – Lambent Training Joseph O’Connor
Successful small company management - Weles Education Centre
Call Center – Bancom Telemarketing Centre sp. Z o.o.
Time management – GB Resources Polska
International Standards of Accounting and Financial Audit - Foundation for Development of Polish Accounting.
Specialist in manual therapy and acupressure - certificate issued by Regional Science and Information Centre in Kiev.
Certificate of Completion Joint Release – Korperthercpeutische Praxis Stefan Butteweg, HP
Master of Usui System of Natural Healing – Usui Shiki Ryoho


 

Professional Experience, Successes:

For many years I worked with 'Human-Universe' section of Ukrainian Science Academy, where I was responsible for researching the effects of emotion, stress and cognitive processes on human psychic.

Since moving to Poland in 1993, I have been a president of AKASHA sp. z o.o. - a company specialising in psychoeducation (courses, trainings and developing unique training programmes for business) as well as in holistic methods of re-educating sight (improving sight, decreasing the sight deficiencies and sight 'fitness', all based on our unique methods).

Moreover, I wrote number of articles on thinking and behaviour models published in many Polish newspapers. I am often appear in TV or newspapers as an expert at non-verbal communication and body language.

I have done consulting and trainings for civil services, companies and different types of institutions. As a trainer I taught sales teams in companies specialising in direct sales such as: Collagen Beauty, Philipiak, Dr. Nona, DMB (Dynamic Modern Business). I also trained employees of: Silesian division of Gazeta Wyborczea, Polonica, Polmozbyt, Infor, Cezas Białystok, Linde Gaz, Rollen Polska Studio Figura, Sita, RUCH, Dialog, Zakłady Mięsne Kamiński and many other companies. I published a seeries of books entitled "Ludowe tradycje, wierzenia i metody terapii" (Folk tradition, beliefs and therapy methods).

I am also a painter and a sculptor - I have made illustrations for W.H. Bates, J. Prokopiuk and other authors. Finally, I am an art dealer and literature and music publisher

agaat

Agata
Dominik

Trainer



  My motto:
"When I train I give people opportunity to develop, while developing myself. Every day is a new discovery. Every experience helps me to achieve perfection."
 
 
 
 
 


Education:

M.A. in Pedagogy with speciality in resocialization at Universtity of Wrocław. Graduate of III Polish-British Youth Trainers School.


 

Professional Experience:

I have 15 years of experience in working with children and teenagers as an instructor in The Polish Scouting and Guiding Association and as an event coordinator in BANZO Creative Agency. I work with Polish Def People Association as a lecturer and trainer.

In 2012 I was a director of the 'OFF Trend' during 34th Przelgąd Piosenki Aktorskiej (Actors Music Festival)

I am a creator and main coordinator of a city game conducted during Dormant Vulcano Race.

I work as a trainer at Business Way sp. z o.o.

Danuta

Tomasz
Jarmakowski

Trainer



  My motto:
"I know we have learned enough to be more effective at work, ro build better relations and to minimalize the omnipresent stress. This is probably most needed knowledge and skill in today’s world, where everything seems to be so uncertain, I like smart and good people as well as discussions, where, just like in the old times, together with my interlocutor I seek the truth and answers to important questions."




Education:

1996-2001- Uniwersytet Łódzki, Instytut Psychologii, w tym stypendium na Orebro Universitet w Szwecji. Specjalizacja: Psychologia pracy i organizacji
2001 - Szkoła Trenerów Umiejętności Interpersonalnych
2004 - Staż Practitioner of Art of NLP


 

Experience:

Since 20012 I work as a Business Coach. I had the pleasure to lead trainings for the following companies and institutions: Boeringher Ingelheim, Boots Healthcare, Brenntag Polska, Firma Oponiarska Dębica S.A., Glaxo Smith Kline, Grasso Sp. Z o.o., Hurtap Łęczyca, ING Bank Śląski, Kompania Piwowarska, Nestle Polska, Philip Morris Polska, Redan S.A, Regionalna Organizacja Turystyczna Województwa Łódzkiego, Triada Biuro Podróży, Unilever Polska, Wyższa Szkoła Administracji Publicznej in Bialystok

Jacek Korzeniowski

Anna Kazakow

Coach, Mediator, Trainer



  My motto:
"I train because I know that there are many areas of interpersonal relationships that require support and I know how great improvements can be achieved by simple means. I train because I believe that most people do not use the full of their potential and I believe that it can be changed. I love when people say 'it's impossible' and later they do it with the help of the techniques I teach them."
 
 


Education:

Department of Psychology, University of Warsaw
School of Shorthand and Foreign Languages in Warsaw - the profile of the extended Russian.
The mediator in the organization - School Mediation Group TROP
Coach - School Coaches TROP Group
Trainer - School of Business Trainers TROP Group
SHL Certificate (giving access to AIS testing, ADL, OPQ)
Accreditation to conduct and moderate the workshop with roles for group by M. Belbin


 

Professional Experience:

I worked as a Recruitment Consultant in HRK in the years 1993-2007.

Since 2007 I have been training people in communication, conflict management, management, motivation, team-building, creating team's identity, planning and creating developmental strategy. I prepare training programs - I research customers needs, diagnose problems and/or areas for development and define useful tools and techniques. I coach managerial staff and make 360 assessment as well as abilities and aptitude tests (OPQ, ADL i AIS by SHL) and interpret their results.

I have conducted recruitment both in Poland and abroad using Direct/Executive Search for mid- and top-level management for ACP Pharma, Schunk, PPG Industries, Antalis, ACO, Pommier Polska, Valmont Structures, Vielika Kishenya and others. I took part in over 200 Assessment and Development Centre sessions as a Lead Assessor, working with: PZU, Orlen, Commercial Union, Akzo Nobel, Coca-Cola, TPSA any many other companies.

I took part in an international training programme, done in cooperation with Swiss consulting company Towers Perrin, which was aimed at implementing new corporate values in Bayer Schering Pharma. I was doing facilitation in Polish, Russian and Bulgarian and worked with sales departments of Polish, Russian, Bulgarian and Ukrainian branches of the company.

krzysztof_kostyra

krzysztof kostyra

Trainer, Coach, Consultant



  My motto:
"By helping others, who want to get better at their job and became professionals in their fields, I am expressing my gratitude, admiration and respect for my own teachers. People, who achieve significant successes and make career progress with their work, commitment, advice and training help – give me the greatest satisfaction."


Education:

MBA at Warsaw School of Economics
Carlson School of Management University of Minnesota.
Bachelor of Medicine at Medical School of Warsaw


 

Professional Experience:

I started my career in pharmaceutical industry 20 years ago at Sandoz (later Novartis). In 1991 I started my work as a Sales Representative and was later promoted to Product Manager and Business Head Unit. In July 2000 I became Regional Marketing Manager in Novartis Hedquarters in Basel (Switzerland) where I was responsible for marketing management and sales in more than a dozen different markets in Western, Central and Eastern Europe, as well as Africa and Middle East. I was later promoted to the position of Global Brand Manager.

In the years 2005 - 2007 I was first Organon's General Executive for Poland and after its takeover by Schering-Plough I was responsible for integrating both companies in Czech Republic and Slovakia and general operational functioning of the company.

In the year 2009 I worked at Polpharma and was responsible for company's international markets. Since that time I run my own training and consulting company and work with both Polish and international pharmaceutical companies and other companies in the medical industry.

Sylwia Kowlska

SYLWIA KOWALSKA

Director of Sales & Marketing, Consultant, Trainer, Coach
Business Way, Sp. Z o.o.


  My motto:


“Live with passion and in harmony with yourself, while constantly broadening your knowledge and experience”







Education:

Coach, (Practitioner Coach Diploma), Noble Manhattan Coaching, Warsaw
Post Graduate Diploma in Coaching , Psychoeducation Laboratory and SWPS, Warsaw
M.A. in Psychology at University of Social Sciences and Humanities, Warsaw
M.A. in History at Pomeranian University in Słupsk


 
Trainings and Workshops:

Unleash The Power Within, Anthony Robbins Training, Londyn
Psychological Help Programme, Gestalt Instute of Psychoterapy, Warsaw
Interpersonal Training in Open Group formula, Psychoeducation Lab
Role of Coaching in creating corporate culture, Psychoeducation Lab
Psychodynamic understanding of professional development, Psychoeducation Lab
Assertiveness and values, human in business or how to face difficult situations in workplace, University of Social Sciences and Humanities, Warsaw
Sales and Managerial negotiations, University of Social Sciences and Humanities, Warsaw
Dealing with emotions in difficult situations, University of Social Sciences and Humanities, Warsaw


Professional Experience:

My professional career started when I worked as a History and Societies Teacher in a High School. After a year I got a change to work in an European branch of an American company VideoPlus (Success Partners) dealing with MLM and DS services in the USA and Europe. I started as an assistant and was promoted all the way to Customer Relationship Department Manager. Working on this position allowed me to gain valuable experience in areas such as managing the Customer Service Department and managing the Purchasing Department, key customer service and active development of sales force. My main achievements are creating and managing the team of Account Executives, meeting the sales targets, developing the inter-department processes in the company and moderating the corporate culture of the company.

In Business Way I work as Business Development Manager. I am responsible for coordination and completion of all the processes connected with creating future of the company and Business Way brand. I also work as a coach and trainer.

Danuta

Danuta
Krawczyk

Trainer, Coach, Conslutant



  My motto:
"People are my passion. I am always fascinated by the variety of their talents. I am especially inspired and motivated by finding and releasing the 'hidden' potentials in people which were neglected or constrained. That is why interpersonal relationships are a constant source of inspiration, satisfaction and new discoveries."


Education:

Physical Oceanography at University of Gdańsk

Certificates:

Licensed Trainer and Consultant of Thomas International Management System.
Licensed Coach of Coaching Clinic®.

Trainings:

I took part in many trainings and workshops for trainers, as well as in presentation, management, sales, leadership, interpersonal communication and principles of effective communication trainings and workshops.


 

Professional Experience:

I started my career working with “difficult” youth in a Primary School.

I gained professional experience in business working on different sales positions and as a District Manager. I managed sales and created and trained sales teams in: Kompass Poland, Intercredit Warszawa, SLG Polska.

I am an owner of a consulting company which is supporting mid- and top-level managerial staff by: conducting competence and development potential researches in Assessment/Development Centre, creating and implementing systems of development and evaluation of employees for a departments or whole companies, coaching, moderating sales teams or company strategy and personal audits.

While working with Business Way I took part in projects with: PGE SA, Polpharma Biuro handlowe, Elli Lilly, AstraZeneca Pharma, Berlin Chemie, Polfa Tarchomin, Gedeon Richter, PLO, Pol-Levant, SGS Supervise, ComputerLand SA, Demos, Optix, Lido Technology, Simens Building Technology, Fabryka Wódek Gdańskich, Pika, KWH Pipe Poland.

Jacek Korzeniowski

Joanna Małachowska

Trener, Konsultant



  Moje motto:
"Chcę mieć wpływ na rzeczywistość. Szkoląc i rozwijając ludzi od 15 lat, mam wpływ na ich efektywność w pracy, a także na zmianę kultury biznesu w Polsce. Ważne jest dla mnie to, że w wyniku szkoleń, ludzie uczą się słuchać innych, asertywnie rozmawiać o niełatwych sprawach, a także… chwalić siebie nawzajem."


Wykształcenie:

2007 - 2008 Wyższa Szkoła Zarządzania Personelem – Studium Podyplomowe
2001 - 2006 Uniwersytet Warszawski, Instytut Rusycystyki
Akredytacja Insights Discovery


 

Doświadczenie:

Od ponad 17 lat jestem związana z rynkiem HR w Polsce – pozyskiwaniem i rozwojem ludzi. Pracowałam w Biurze Doradztwa Personalnego Personnel, byłam trenerem i koordynatorem ds. szkoleń - w firmie AVIVA Polska. Jako konsultant i trener zewnętrzny współpracuję i współpracowałam z renomowanymi firmami szkoleniowymi w Polsce. Projektowałam i wdrażałam rozwiązania rozwojowe dla firm działających na terenie Polski i krajów rosyjskojęzycznych. Rozumiem potrzeby klienta, moim atutem jest doświadczenie z pracy w korporacji.

Specjalizuję się w szkoleniach z zakresu: efektywności osobistej (asertywnej komunikacji, zarządzania sobą w czasie, budowania własnej pozycji w organizacji, prowadzenia spotkań, skutecznych technik prezentacji), narzędzi menedżerskich (rekrutacji i oceny efektywności pracowników), kreatywnego rozwiązywania problemów etc. Ze względu na swoje doświadczenie w dziale zarządzania zasobami ludzkimi i zamiłowanie do tej tematyki wspieram klientów we wdrażaniu: procesów oceny efektywności, wdrażaniu rozwiązań wynikających z badania zaangażowania, procesach rekrutacji, selekcji i rozwoju pracowników (Assessment/Development Center).

Moje kompetencje lingwistyczne (biegła znajomość języków rosyjskiego i angielskiego) pozwalają mi na udział w projektach międzynarodowych i wdrażanie rozwiązań na nowych rynkach, na które wchodzą firmy.

Jacek Korzeniowski

Tatiana Radzikowska

Tourism Consultant



  My motto:
"I like to share my knowledge and experience. Each time I learn something new from other people."
 
 


Education:

B.A. in Tourist management at Academy of Economy in Warsaw
Graduate of University of Warsaw
IT and Econometry at Cracow Economic University
Economical Statistics at National Economic University of Kiev


 

Professional Experience:

Project Manager at Mazowiecka Regionalna Organizacja Turystyczna
Eastern Market Advisor for Executive Board at Polska Agencja Rozwoju Turystyki S.A. Market Research Consultant at Continental Group Services Sp.zo.o.
Promedia Sp.zo.o. - Market and public opinin research, Junior Project Manager
On all of the above mentioned posts I was responsible for creating strategic plans for regional and local tourism, fund-raising for projects from both national and EU programs (RPO,WM,POKL,POIG).
I worked with companies in Ukraine, Belarus and Russia in the area of joint international projects.
I train, consult and give workshops for administration, civil services, NGOs and companies.

Jacek Korzeniowski

Robert Siewak

Trainer, Consultant, Coach



  My motto:
"I like to meet new people, discover new cultures and learn new languages. I train people for their benefits and satisfaction as well as and to feel that what I do has a meaning and finally to develop myself."
 
 
 


Education:

2004 - 2005 Post-Graduate Diploma in Executive Master of Business and Administration at Lublin Business School
1991-1992 Accountants Association in Poland (AAP) - Accountant
1982-1987 M.Sc. in Animal Sciences at Lublin University of Life Sciences


 

Professional Experience:

I worked in companies such as British American Tobacco, SCA Hygiene Products and PZ Cussons SA, where I worked on different positions from Sales Representative through Regional Sales Manager, KAM ending up as a Sales Manager. I took part in international projects in the area of sales and distribution. I created and implemented assessment and recruitment systems. Meanwhile, since 1994, I have been training people.

Since 2005, when I have started to run my own business, I have worked as a consultant in the areas of sales systems and creation and implementation of recruitment and assessment systems. I work with many training and consulting companies in Poland and abroad and take part in many projects conducted in Polish, English and Russian.

I focus on activities that are in the area of sales: sales, customer service, negotiations, project management, personal effectiveness (assertiveness, time management, personal quality management) and managerial skills (assessment and recruitment).

Work Image

Irena Lichnerowicz - Augustyn


 
 
Trainer, Lecturer

 


 


 
 
 

Education:

Graduate of Nicolaus Copernicus University
Scholarship at University of Angers (France)
Post-Graduate studies at University of Bath


 

Professional Experience, Successes:

I worked in International Affairs Office and later in President’s Protocol Team at the Chancellery of the President of Poland in the years 1999 – 2005. I was responsible for First Lady - Ms. Jolanta Kwaśniewska, international affairs. I was responsible for preparations and conducting the visits of First Ladies coming to Poland. I was also responsible for the programme of official international vists, seminars and conferences of Poland's First Lady.

I have been working in Ministry of Foreign Affairs of the Republic of Poland since 2005. I work at the post of Deputy Head of Diplomatic Protocol Office. I am responsible for the protocol of official celebrations at highest national level, diplomatic corpse parties and celebrations and general protocol issues. I also supervise preparations for many most important vistis of President, Prime Minister of Minister of Foreign Affairs.

I train members of Polish Diplomatic corps in the diplomatic protocol. I give lectures on diplomatic protocol and savoir-vivre as well as business etiquette at National School of Public Administration and Polish Intitute of International Affairs.

I also work for European Institue for Staff Development, Institue for Staff Development GREMIUM and Institute for International Research (IIR)

Jacek Korzeniowski

Jacek Węgrzyk

Consultant, Trainer



  My motto:
"Successful long-term efforts can be done only basing on multi-layer leadership culture and perfectly trained and motivated team that knows its goals. Satisfaction derived from creating such a team is comparable with satisfaction of a business breakthrough. Previously I have done it as a manager, now I share my experience and knowledge as a trainer and consultant in order to help my clients achieve success. "


Education:

M.Sc. in Electronics at Silesia Technical University
Warsaw School of Economics / Ernst & Young Academy of Business 2007 – Executive Studies in Finance


 

Professional Experience:

I started my career in the IT industry working as a programmer for both Polish and Austrian companies.

Since 1992 I was responsible for marketing and sales in a company that was one of the biggest distributors of electromechanical tools in Poland. In 1993 I began to work, as a Sales Representative, for an American company. I was responsible for selling surgical materials.

Two years later a became Product Manager in the OTC division of an intentional pharmaceutical company. I was quickly promoted and reached the position of Department Manager. I took part in many international projects, mostly in the areas of strategic management and marketing. I continued my career in different companies, achieving positions of Chief Executive Officer and Chairman. During my career I managed teams ranging from 35 to 140 people.

I was co-founder and first president of Polish Association of Producers of Drugs without a Prescription, I also performed responsible functions in in Ethics Committee and The Disciplinary Court of the Employers Association INFARMA.

In Business Way I work as a trainer and consultant.

Jacek Korzeniowski

Paweł Zbrojkiewicz

Trainer, Coach, Conslutant



  My motto:
"To change the world, the people, oneself.

New technologies and new knowledge about how human beings function are elements of our reality that all of us have to, and should, face, get to know and like. I find pleasure in helping other people to do this."


Education:

M.Sc. in Business Managment Czestochowa university of technology
E-Business at Andrzej Frycz Modrzewski Krakow University
Professional e-business manager at IAB Poland
NLP Trainer- Yans Cron Consulting Group

Certificates:

Business Practitioner in the Art of NLP
Master Practitioner in the Art of NLP
YCC Coach
Business Master Practitioner in the Art of NLP


 

Professional Experience:

I have many years of business experience gained on various positions raning from Sales Representative to Sales and Marketing Director.

For many years I have successfully merged practical experience with theoretical knowledge gained during many IT, e-business and sales psychology courses. Normally I work on Normally I work on implementation projects and creating a sales strategy and creating a sales strategy in Computer Center.

I specialise in joining the latest technologies such as e-commerce and e-marketing with psychological, sales, neuromarketing and NLP knowledge.

Jacek Korzeniowski

Elżbieta Ziembrowicz

Trainer, Coach, Conslutant



  My motto:
"I am interested in the efficiency and effectiveness of human action that is why I support people and positive changes in the company. Finding solutions and exploring the potential – costumer resources, finding the best, most effective way to achieve the goals, together with my clients – all these give me great satisfaction."
 
 
 


Education:

M.Sc. in Industry Organisation at Technical University of Lublin
The Society of Neuro-Linquistic Programing in association with The NLP Connection – Certified Trainer
ICC Joseph O'Connor, Andrea Lages-O'Connor - International Coach

Certificates:

From Coach to Awakener – Robert Dilts
The Structures of Time – Christina Hall


 

Professional Experience:

After graduating from university I worked as a Programmer, Manager and a Sales Representative. At the same time I developed my training skills by participating in trainings and workshops made by many Polish and international trainers alike. I developed my skills with some of the most well-known trainers such as: Hermanna Müller-Walbrodt (Niemcy), Linnett Saunders-Pearl (USA), Joseph O'Connor (UK), Robert Dilts (USA), Robert Klaus (USA), Christina Hall (USA).

During my professional career I created and implemented many projects for developing managerial staff and in-house trainers with my leadership trainings. I trained people in the areas of management, team-building, customer service and negotiations. I conducted soft skills trainings for technical industry and personal coaching for mid- and top-level management.

I worked with among other: Neuroeducation, NLP Training and Consulting Institute, Prospero Business Training, Concept. I worked for international companies and dozens of large and medium Polish companies such as banks, hotels, pharmaceutical companies, financial companies, telecoms, IT companies, insurance or production companies.

COMPANY WHICH   WORK

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„Businesss Way has conducted a series of sales trainings for our managers as well as coaching sessions. The attendees have highly evaluated both the quality and professionalism of the trainers. Moreover – thanks to the series of trainings our effectiveness has improved significantly. We definitely confirm Business Way’s professionalism, reliability and the highest standard of services provided.”

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„We’’ve been working with Business Way since 2011. As a company we have outsourced the following trainings customized to our employees: coaching skills, leadership, preparing the SWOT analysis and matrix management. Workshops are always prepared in a professional manner and led well. Trainers (coaches) are always highly motivated and show a positive energy. Not to be underestimated is the perfect contact between the coaches and the attendees of the workshops."

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"Based on the realisation of a complex consulting and coaching project, we would like to highlight our full recognition for the Business Way Team for their professionalism and agility. We have evaluated the quality of the project led by Business Way very highly. Since the beginning of our cooperation Business Way proved to be a reliable and solid partner. Their wide and complex knowledge as well as understanding of the Pharmaceutical industry are crucial for our operations; therefore it is our great pleasure to recommend Business Way as a competent and honest partner.”


 

Our Clients:



 

Our favourite Partners:


 


 

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We'll be happy to answer your questions:

Contact details:

  •  VAT number: 9512347639
  •  REGON: 145303952
  •  NCR Number: 0000395308
  •  Bank Account Number: 36 2490 0005 0000 4520 8962 9796
  •   District Court for the Capital City of Warsaw, XIII Commercial Division of the National Court Register
  •   Company share capital: 5.000 zł
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