More info at http://www.gapconsulting.org

1. Gap Consulting LDA. ● Rua Prof. Augusto Nobre, 451 B - 4150-119 Porto ● NIPC: 510064744

2. About Us
Create, Delivery & Capture the Value
O More than consultants, we are a multidisciplinary team with
extensive experience in the design and monitoring, production
and publication of knowledge in different scientific areas.

3. About Us
Create, Delivery & Capture the Value
O Gap Consulting is a boutique project management
consulting company with a track record of success in
delivering business results.
O We take a pragmatic, instead of a dogmatic, approach in
executing projects to deliver immediate business value;
iteratively, incrementally and measured.

4. About Us
Create, Delivery & Capture the Value
O Gap Consulting helps it’s clients facing successufuly
the challenges of the economy and the markets.
O We are renowned for building bonds between
business, technology & sales which in turn saves you
time and money.

5. About Us
Create, Delivery & Capture the Value
O In Gap Consulting we reinvented business to help our
Clients overcome the challenges and uncertainty of
economic turbulence and technological markets.
O We have engaged with our clients on projects in the
Technology, Health Care and Financial Services
industries.

6. Services
O Program & Project Management
O Sales Force Management
O Balanced Scorecard Deployment
O Market Research
O Measures, Metrics & Analytics
O Lean Six Sigma Deployment & Education

7. Services
O Branding
O Advertising and Communication
O Registration of Trademarks and Patents
O Innovation and Design
O Investment Projects

8. Gap Sales Force
Sales Force Management &Training
O In a new market era in which "sell" is increasingly difficult
but strongly needed, Gap Sales Force creates, form &
controls sales teams specialized in different areas of
business for national and international markets.
O The aim is to allow companies to by using this service,
reduce costs associated with maintaining commercial
teams whose operation is limited in time.

9. Gap Sales Force
Sales Force Management &Training
O By assuming the role of interventional Marketing Department of
the company Customer, Gap Sales Force training sales people
and updated systematic knowledge about the market and
segments in which the company's offer customer stands.
O The added value of our company is also reducing the time and
effort the seller direct constraints on the completion of a sale
(arguments, objections and closing) increasing their
performance and return on investment.

10. Gap Sales Force
Sales Force Management &Training
O Ever since, our fully customized sales training programs have
been the hallmark of our success.
O Make every employee more productive. Help sales reps close
more business. Keep administrators on top of the latest
releases. Prepare your implementation team for every stage of
your project. And give IT the power to build the cost-saving
applications you need.

11. Gap Sales Force
Sales Force Management &Training
O Our customized sales programs ensure that the course
material and content reflect your real world needs and selling
environment. In addition, the workbook is full of situational
examples from your company along with proven sales best
practices, turning it into your company’s sales tactics manual.
O Your sales team will learn how to create added value, build
trust and credibility and improve your ability to effectively
communicate and build relationships, from cold call to loyal
client.

12. Sales Management Training
Our process in four steps
Step 1 : Benchmark Performance
Before introducing any program it is essential to
determine each current sales coaching proficiency.
Our Sales Coaching Assessment survey allows sales
executives to better understand the level of coaching
effectiveness of each of their sales managers.

13. Sales Management Training
Step 2: Training Essentials
We train sales managers to achieve the 5 essential
skills of high performance:
O Coaching
O Hiring
O Performance Management
O Business Acumen
O Leadership

14. Sales Management Training
Step 3: One-on-One Coaching
To sustain behavioural changes training is reinforced to
establish permanent behavioral changes in your sales
managers.
We rigorously reinforce the principles learned, through
utilizing real life examples, 1-on-1 coaching, group
coaching and E-learning.
We turn concepts learned into management practice.

15. Sales Management Training
Step 4: Measurement
To measure changes in behaviour and competencies
Six month post training/coaching we redo Sales Coaching
Assessment to gauge the impact of our program and make
adjustments.

16. Executive Coaching
Improved decision making, leadership and interpersonal skills.
O Built high performance sales teams.
O Moved beyond self-imposed limitations.
O Managed staff through increased personal effectiveness.
O Developed a flexible leadership style.
O Balanced work and life priorities.
O Improved performance in their organization.
O Improve their development as a person and as a leader.

17. Gap Sales Force
Clipping
O http://www.gapconsulting.org/gap-sales-force-entrevista-ao-
semanario-vida-economica/
O http://cita-livros.blogspot.pt/2012/07/direcao-e-gestao-da-
forca-de-vendas.html

18. Executive Education & In-Company Training
O In-company training courses
O Master's degree in Direction and Sales Force
Management
http://www.ismai.pt/NR/exeres/3C980781-E24C-4B34-B2A5-
A417362F3FB1,frameless.htm
O Master's degree in Sales Force Management – Anje
http://www.anje.pt/portal/formacao-pos-graduacao-em-gestao-da-
forca-de-vendas

19. International Partnerships
Diotima Society

20. Member of DIOTIMA SOCIETY
• In a knowledge society, education should be considered again
an absolute and permanent value in the life of everyone – not
just a tool. We need people who know what they want to learn,
be it for pleasure or for necessity.
• We need a school able to raise questions, rather than to give
answers New teaching models are therefore required, helping
to sweep away minds of ephemeral biases, instead of
implanting them.

21. The Mission of Diotima Society (DS) is pursued through a
continuously growing global network of visionary thinkers,
entrepreneurs, and representatives of public and private
institutions.
The activities have a strong cultural side, and include
strategic development, “thinking labs” on issues crossing the
whole context, research, events, books, and other forms of
dissemination.

22. O TWG Consulting creates innovation laboratories where
potential and actual capabilities of the clients/partners
find a powerful network of knowledge sources and
operational structures at their service.
The effective support and governance of such extended
resources open the enterprise to new perspectives of
exploitation, decreasing uncertainty, cost and time-to-
market.

23. O The Observatory Marks is an Brazilian international
nonprofit Organization dedicated to research, extension
and training, as part of strategic communication and
branding, which seeks through his professional work in
network generating new knowledge about brands and
their strategic management.

24. O Rockefeller Consulting/Insight Capitalists (RC/IC) is a
strategic consultancy focused on the most important issue
facing businesses today - alignment among internal and
external constituencies.
O Our central premise is that high performing companies -
regardless of size or industry - have a high level of
alignment across the stakeholder groups and enterprise
units participating in the creation and delivery of a
company's value proposition.

25. Industrial Advisory Group (NIAG)
The NATO Industrial Advisory Group (NIAG) was established in
October 1968 to provide a link to the NATO nations’ defense
industries through which the industrial viewpoint and industrial
technology development could be included in the work of the
NATO. The NIAG composed of high-level industrial
representatives of the member nations, each of them acting as a
focal point and spokesman fro his/her national defense
industries.

26. Industrial Advisory Group (NIAG)
NIAG is made up of National Delegation of NIAG member and
Partner countries. The member are industrial representatives
designated by each country through their national Head of
Delegation (HoD). Members will hold positions of responsibility
in companies engages in defense activities and/or in national
defense industry federations.

27. Curriculum Vitae
Elisabeth de Magalhães Serra- CEO Gap Consulting
O Post-Doctorate in Business & Economics (Univ. Pompeu Fabra, Barcelona, Spain); PhD in
Management Sciences - expertise in Marketing Management (Univ. Santiago Compostela,
Spain), received her master's degree in Economics and Public Administration and Private.
O She made a Senior Executive Program in Business Marketing at IMD Business School
(Switzerland). Professor & researcher, publish in scientific journals as Consumer Behavior,
Brand Management, Business Marketing and Sales Force Management, issues where it
develops consulting work nationally and internationally to several sectors within the Gap
Consulting, Ltd.
O Author of the books:
O "Management and Sales Force Management" Edi. Vida Económica. (2012)
O "The Brand - Valuation and Strategic Management" - Ed Word (1998.).

28. Curriculum Vitae
José Manuel Carvalho Vieira – R&D Director Gap Consulting
O Coordinator Bachelor and Masters in Marketing Management from the Instituto Superior da Maia
(ISMAI) and Coordinator of Project EMIC - European Marketing & Innovation Centers.
O Post-Doctorate in Business & Economics (Univ. Pompeu Fabra, Barcelona) and PhD in
Management Sciences - Innovation Management specialization - (Univ. Santiago Compostela,
Spain).
O Has a Senior Executive Program - Driving Strategic Innovation - MIT & IMD (Sloan School of
Management). Investigates and publishes in Services Marketing, Innovation Management, Sales
Force Management, International Marketing and Marketing Research areas that develops
consulting work nationally and internationally in various sectors within the Gap Consulting.

29. Technical Credentials: Studies
O Determinants of Performance Management Sales Force: Packaged
Gas BP- Portugal
O National Strategic & International Port and Douro Wines Inst. Wine of
the Douro and Porto (IVDP).
O Behaviors and Motivations associated with Sports - A study for FC
Porto (Porto Commercial - SAD)
O Purchase and Consumption Behavior Press Daily (JN) -
Controlinveste Media / Newspaper News;
O Technological Index SonaeCom.

30. Technical Credentials: Studies
O Financial Evaluation of Brands Lisbon and Porto Editora Publisher
O Structure Attributes Offer Alberto Sampaio Museum (Guimarães);
O Structure of Image Attributes of the Association of Transport and
Communications Museum "(AMTC):
O Structure Attributes of Tourist Destination Image Porto / Northern Portugal-
ADETURN;
O Aspect Enterprise Market of Textile sector of northern Portugal:
measurement and management - FCT / ATP;
O Competitive viability of the Commercial Offer Sá Carneiro Airport - Airports
Ana

31. Technical Credentials: Studies
O Economic viability of market entry Portuguese Brand KICKERS - KICKERS
Portugal;
O Diagnosis and Strategic Analysis Group Visabeira, Visabeira, SA
O Diagnosis and Strategic Analysis Madeira Tourism Sector – GRM
O Technical support for the preparation of applications for SI, SI RTD, Innovation
NSRF;
O Technical support to the preparation of an application to SI Qualification &
Internationalisation of SMEs NSRF.