Case Studies

A global solution as part of a wider Leadership Programme that addressed how leaders can enhance their authentic leadership capabilities to maximise their potential. The solution delivered learning and motivation to embrace core skills including how to inspire, create impact, and energise their people.

GfK needed a global partner to transform their sales teams; with our help they went from selling transactional services to lower management, to selling strategic business services to Directors and the C-suite. We built external benchmarks of capability as well as understanding the mindsets held through psychometric instruments.

We worked with the Global Enterprise division of Vodafone to develop their management community. The audience was
comprised of highly experienced, technically orientated people
and we helped them to move away from their personal
comfort zones by improving the way they communicated. We motivated their people and established wider leadership credibility within the organisation.

A leadership programme that focused on helping senior leaders collaborate and communicate more effectively. We explored the beliefs and behaviours that drive the most successful leaders. It was a journey of self-awareness and coaching that enhanced their performance as a team.

One recent Cisco programme, among many, enabled sales professionals to gain a deep understanding of the issues facing senior executive customers. The workshop element involved live interactions with actual C-level buyers, having account / call plans critiqued, and customer / peer coaching. This all culminated in the preparation and execution of succinct executive-level value conversations.

In the context of a highly competitive market we helped Aon assess their current capability as a platform to deliver distinctive client experiences. We facilitated executive thought-leadership sessions and ran workshops on ‘Customer Engagement Mastery’, as well as coaching at the executive level.

We worked with the Deloitte Partners to create tools and methods that when deployed, position the firm as ‘Distinctive’ when compared to their competitors. The solution included digital assessments, unique collaboration tools, and a live bid facilitation.

Colt operate in a highly competitive and disruptive market where marginal customer experiences make large revenue differences. We partnered with their leadership team to define high performance competencies and we benchmarked their mindsets and beliefs. Through a data analytics method we were able to identify the learning priorities by applying a weighted algorithm. We built and delployed a bespoke programme for the leaders focussing on emotional intelligence, coaching, and how to unlock performance in their teams.

We designed, built and facilitated a blended solution for the Corporate Card teams across Europe. This included tailored competency frameworks, online assessments, playbooks, events, workshops, vitamin pills, 1-2-1 coaching, action learning sets. The objective was to engage at a more intimate level and move towards Trusted Adviser status. Our audiences ranged from customer facing to leaders of leaders.

A global solution for 4,500 staff at all levels in the Investment Bank – the behavioural change solution got all staff thinking and acting differently in the way they communicated, managed time, ran meetings, and influenced others (virtually and cross-culturally).

The Aviva ‘Winning Team’ programme focused on building high-performing leadership teams that operate with: commitment to a common goal, unity of purpose, high levels of motivation, strong healthy business relationships and first class communication.

The change programme for Relationship Managers made corporate customers to see them in a different light – thought-leading, challenging, creative, brave, inspirational, and trustworthy. This programme included workshops, 1-2-1 coaching, and momentum building conference calls.

We designed, built. and facilitated a global sales transformation solution for Maersk. This included the design and build of a sales playbook, capability framework, online capability survey, and series of tailored workshops that focused on ‘customer-centric value-based selling’.

Sales Conference delivery of Coaching Modules to Sales Leaders and Managers, which revitalised their coaching of salespeople to achieve higher sales levels by addressing attitudes, mindsets and beliefs. Sales Managers were provided with a practical coaching toolkit to enable them to coach effectively and consistently to their salespeople’s different operating styles.

Dow Chemical – The largest chemical company in the world – Designed, built and facilitated an EMEA wide solution for Sales and Regional Management executives. The content was delivered through a ‘kick-off’ conference, workshops videos, coaching and remote ‘Momentum Builder’ conference calls.