Case Studies

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.

Transform Performance International has delivered programmes for 5 divisions of this company, the world’s largest shipping group. This started and continues with working with the most senior leaders to communicate new strategies and Group-wide behaviours and has spread to many programmes with specific management teams on essential skill and process changes across the globe.

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.