Dr. Dietrich (Dieter) Legat (legat@delta-institute.com)
Dieter Legat, born 1938, is expert in leading sales with a system approach - based on years of both practical experience as sales manager and research in methodologies of process management (TQM) and Goldratts theory of constraints (TOC). (“Sales System Management”, SSM).
He studied petroleum engineering at the university of Leoben, Austria and earned his doctor degree with a study on system behavior of steelworks.
In his professional career with AEG Telefunken, Honeywell and Bedaux Consulting he became experienced in a wide array of both technical and management areas (designing real time computer systems, management training, managing personnel administration and applying manufacturing management systems.
In 1974 he joined Hewlett Packard, where he worked for 27 years as marketing manager, sales manager, CFO of the branch office Austria/East, Sales Manager for Computer Systems Switzerland, European Channel Marketing Manager, European Quality Director and Director, Worldwide Business Planning and Innovation, (top 80 accounts, worldwide).
Dieter Legat retired from Hewlett Packard in December 2001 and founded Delta Institute Switzerland, an international consulting company and world leader in sales system management (SSM). There - with Bill Woehr - he wrote the book “UNBLOCK THE POWER OF YOUR SALES FORCE!”.
He also teaches sales management within the Executive MBA Program of the International Management Center Graz (Austria), a FIBAA accredited set of courses. In addition he speaks and teaches in companies and in public - at congresses, seminars and business schools.
Dr. William A. Woehr (woehr@delta-institute.com)
Bill Woehr built his project management and systems skills in the U.S. Air Force, at Ford Aerospace and Rockwell-Collins. He perfected his sales, marketing and organizational skills at Hewlett Packard. With a strong foundation in engineering, manufacturing, sales and marketing, Bill Woehr is uniquely qualified to create, motivate and lead worldwide organizations of diverse cultures to success in developing, manufacturing, marketing, selling and supporting complex technologies, products, systems and services. He has a worldwide reputation as a coach and a developer of management talent.
Dr. Woehr has successfully applied and taught Goldratts Theory of Constraints (TOC) using the Thinking Processes in engineering, manufacturing, marketing and sales projects. He studied with Eli Goldratt, and has applied and taught theory of constraints (TOC) both inside Hewlett Packard and externally with Hewlett Packard's major customers. He has lectured at the Swiss Institute of Technology in Lausanne , Switzerland .
Bill Woehr retired from Hewlett Packard in July 1999. He currently serves on the board of Ikusi S.A. and is an Associate of Goal Systems International.
He founded Delta Institute Switzerland in early 2002 and acted as theory of constraints (TOC) expert in the development of DELTA T-Selling, the first SSM (sales system management) solution for leading sales (channels, products and whole sales efforts) with a system approach.
In 2002 he co-published the book UNBLOCK THE POWER OF YOUR SALES FORCE! (sales system management applied to key account sales management).