Our clients’ needs are many and varied and our engagements therefore span our clients’ entire business development cycle, from early in the cycle activities like opportunity identification and creating interest through to conversion, implementation and ongoing account and strategic opportunity management and development.
We usually find that brief relevant reference stories help prospective clients gain a sense of if, how and where we may be able to assist.
Financial Services Sector
Client Critical Business Issue: Head of Retail Banking tasked with aggressive revenue targets for specific channels and not on track to meet them.
Level Five Engagement: Introduce and embed best practice sales engagement and solution selling oriented sales process to drive channel sales growth.
Financial Services Sector
Client Critical Business Issue: GM Sales and Marketing dissatisfied with the inability of inbound call centre to reach conversion targets. Also experiencing an efficiency issue with too broad a disparity in inbound call duration.
Level Five Engagement: Tailored call handling process, aligning with existing customer care and coaching models, enabling consultants to consistently identify conversion drivers and clearly focus on conversion opportunities, whilst shifting non-conversion opportunities to alternative IVR based channel.
Financial Services Sector: Retail Banking
Critical Business Issue: Financial services organisation lacks the branch level consultative selling skills to identify and convert the full breadth of opportunities presented by customers visiting branches on day to day basis. Product per customer KPIs not being achieved.
Level Five Engagement: Introduce simple and actionable customer focused diagnostic dialogue tools to drive more frequent and engaging customer conversations. Train “Meeter Greeters” to more effectively steer customers to staff best able to meet their needs including in branch Business Bankers and Financial Advisers. Implement branch level sales pipeline system and supporting opportunity follow up mechanisms.
Financial Services Sector: Business Banking
Critical Business Issue: Major bank experiencing less than optimal success rates in converting new business banking opportunities. Level of committed sales resources not commensurate with returns being generated.
Level Five Engagement: Review sales process in conjunction with win / loss analysis activity. Establish five key contributing factors involving lack of competitive differentiation, inadequate value focus and sales execution weakness. Redesign sales process and train and coach value proposition development and sales execution skills.
Professional Services Sector: Legal Services
Client Critical Business Issue: Managing Partner observes that talented Associate level practitioners in top tier law firm lack the client interaction and client development skills to achieve the fee generation outcomes required to reach Partner status.
Level Five Engagement: A tailored coaching solution reinforcing and embedding the use of skills and practices utilising the firm’s existing established client engagement and interaction models.
Professional Services Sector: Property
Critical Business Issue: High profile residential real estate business lacks an in house resource with the time to actively and consistently train and coach sales development and performance across multiple offices.
Level Five Engagement: Structured best practice real estate training and coaching solution on three week cycle delivered on site at each office. Contextual training including scenarios and dialogue focusing on all aspects including competitive listing, deal negotiation, vendor management, business planning and building and time effectiveness. 24/7 support telephone and email support to enabling contextual coaching in day to day situations as they happen.
Professional services: Consulting
Client Critical Business Issue: Managing Director of emerging mid-tier firm must increase the focus of key consultants on business development objectives and provide the organisation with the structure and skills to meet 3 year revenue growth objectives.
Level Five Engagement: Introduce best practice client oriented (end to end) business development process and the client engagement skills required to drive the revenue growth.
IT – Telecommunications Sector
Client Critical Business Issue: GM Sales and Marketing concerned sales organisation is not appropriately configured and staffed for the new economic environment.
Level Five Engagement: Develop ”fit for purpose and environment” competency based sales organisation structure and role description architecture to enable new efficiencies whilst maintaining optimal territory coverage.
IT and Telco Sector: Internet Services
Critical Business Issues: Fast growing business operating without structured sales approach across both residential and business divisions. No common way of selling. No common language. In adequate and inaccurate sales forecasting resulting from lack of sales process.
Level Five Engagement: Introduce common solution and value oriented sales methodology across both residential and business sales organisations. Design and implement tools and templates to embed the new way of selling. Develop sales step process and integrate with salesforce.com to provide revenue visibility and forecasting discipline.
Manufacturing Sector
Client Critical Business Issue: CEO and GM Commercial identify significant revenue in top 20 Key Accounts at competitive risk due to the absence of any structured Key Account Management process.
Level Five Engagement: Introduce and implement Key Account Management program including Annual Joint Business Planning Process for Key Accounts; “secure then grow” revenue focus.
Travel & Transportation
Client Critical Business Issue: National Sales Manager engaged and recognises lack of sales capability to competitively sell complex value proposition. CFO has concerns regarding an entrenched and prevailing focus on volume discounting to retain and win business.
Level Five Engagement: Work with GM Marketing to more effectively position the product and service offering around value. Implement value oriented selling methodology to up skill and reposition the sales force. Assist the client to utilise the process to assess individual suitability of sales representatives for “new world”.
Retail Sector: National Appliance Retailer
Critical Business Issue: National retailer with brand position and revenue and customer base in decline.
Level Five Engagement: Conduct comprehensive in store mystery shop and sales audit focused on customer interaction and sales process. Report findings to Board and recommend approach to redesign and retrain sales process aligned with future business direction.
Retail Sector: International consumer goods
Critical Business Issue: International consumer goods manufacturer and retailer lacking cohesive development path for retail sales staff. Existing variety of disparate training programs and approaches across regions not delivering sales performance outcomes required.
Level Five Engagement: Develop role-specific competency model for all sales roles common across countries. Develop comprehensive retail sales training curriculum encapsulated in retail university format. Develop tiered knowledge and skill development pathway and 3 year training program rollout.
