Breakthrough Results Clients
Below are some of the clients we have worked with. Click on a name to find out the breakthrough results we achieved with them.
Alcatel: Sales best practices. Set up professional services.
Results: turned around a $9m infrastructure contract; improved mobile division win ratio from 30:1 to 3:1 and saved $8m pa in bid costs through qualification, bid management and operational support disciplines; trained sales teams in consultative selling processes and skills; set up and trained a new professional services operation.
A T Kearney: Maximise sales performance
Results: training ATK consistently since 2000 on consultative analysis, selling skills, behaviour transformation. ATK achieved highest services revenue of any of top consulting firms in 2001, resulting in $200k profit per head. Moved ATK from no.5 to no.2 globally. Michael Griffiths voted ATK trainer of the year 2002.
Bank of England: Improve effectiveness, efficiency and performance of IT.
Results: transferred new strategy, operations and planning systems; developed a customer and results focus; introduced management, measurement and project disciplines
Bearing Point: Accessing senior customer executives
Results: worked with European Senior Partners and their teams on building long term relationships with customer senior executives - included CXO+© engagement program
Blick UK: Sales restructuring and development
Results: increased revenues and margins.
BP: Major procurement cost control exercise
Results: working directly with the CEO, achieved $2bn+ savings by changing the way staff related to costs and procurement: $1.5bn over 3 years through innovation in N Sea & Gulf of Mexico; $290m in rig costs for Andrew field; $70m in operational costs over 4 years in Wytch Farma & Forties fields.
Cisco: Growth strategy. Sales performance and positioning.
Results: facilitated senior management growth strategy reviews; ran programs on engaging senior executives (CXO+©) for technical/product teams - sales, business, and consulting skills
Centrica: Strategic business planning, sales performance and cost reduction
Results; new bid management and contract disciplines for sales; new cost control processes and supplier management for purchasing. Major ARPU, CPA and margin improvements.
Damovo: Build profitable services business, improve sales management
Results: recruited and trained a new services sales team which closed £11.7m and built a fully qualified pipeline of £24m within 9 months of our intervention; new management/financial systems to provide pre/post bid margin management; coached new business unit to win £22m City contract (the largest in its history); transferred key account management processes; increased customer satisfaction and advocacy levels.
Diamond Cluster: Growth and sales performance
Results: transferred consultative selling and delivery skills, bid and project management disciplines. Revenue and profit increased beyond target
EDS: Strategy and sales effectiveness
Results: facilitated senior sales management strategy sessions; transferred sales and consulting skills; team and project management disciplines. UK consulting became the most profitable worldwide.
Ernst and Young: Sales performance
Results: breakthrough programmes on strategy for accelerating growth in UK, working with Managing Partner and top team
Equant Europe: Growth and sales performance
Results: successful revenue recovery and profitability programme; sustainable development processes for customer acquisition; core competency structure for EMEA and ROW operations
Esprit: European corporate restructuring
Results: acquiring and building a European infrastructure; introduced customer acquisition process and core competency profiles. Improved revenues, cut costs, restored profitability and shareholder value.
ESRI: Sales performance and operations
Results: full review with recommendations and implementation program for: sales strategy and operations, leadership and management systems and development, performance and competencies, sales processes - especially pre and post bid margin management and key account management. Growth of 25% within 6 months.
Extreme: Growth, sales strategy and implementation
Results: strategic growth and market planning; sales management and leadership; high performance team working; channel strategy; PDP and coaching systems. Extreme UK became the highest performing country in Europe for two years running and won Extreme’s global sales award.
Halliburton: Growth, sales strategy and operations
Results: facilitated growth strategy sessions for software consulting division growing from 250 to 1000 consultants in 2 years. Introduced sales processes and selling skills. The division achieved record growth over three successive years and won the largest deal in its history, $165m, as a result of our approach (previously the largest deal was $40m). Trained and coached a 20 man strategic account sales team to win $1.3bn of completely new business (80% of their total vs. 30% the previous year) and increased its hit rate from 40% to 70%. Taught the team to coach less experienced sales professionals to sell the $1bn of new opportunities they had previously allocated to themselves.
IBM Global Services: Set up new division, transfer sales skills and processes
Results: part of corporate management team that set up IBM Global Services, processes and practices, career structures, etc. Managed business development function in telecoms practice. Trained 4500 professionals (sales and professional services) globally in consultative selling and key account management. One sales group increased the size of its deal ten fold within 3 months of our programme.
IDBS: Sales performance improvement
Results: this pharmaceutical software company won a $1.2m contract within 3 weeks of our consultative selling and key account management programme, which the client ascribed directly to our teaching
Mainline Digital Communications Ltd: Sales turnaround
Difficulties in all aspects of the sales and marketing – management, staff and customer relationships.
Results: Sales growth for first time in twelve months, exceeded budget (T/O, GP and EBIT) and increased market share; rebuilt sales function and processes; new Dealer Managers recruited and improved dealer marketing communications; recruited new Sales & Marketing Director; new business opportunities/channels developed.
Nestle: Sales performance improvement
Results: trained 120 man consulting group in delivery, presentation, facilitation, negotiation and change management skills. Also focused on leadership.
Reckitt Benckiser: Sales improvement
Results: strategic project management coaching and training improved sales
Redstone: Sales strategy and operations restructuring
Results: increased revenues and profitability
Siemens: Sales performance turnaround
Results: financial and management restructuring, operational sales development. Improved morale and employee satisfaction, all divisions returned to profit from significant loss positions, all sales targets achieved, market share increased
Sun Telecom: European start up
Results: built management and sales operations, recruited new operational team
Teledynamics: Sales turnaround and management leadership.
Results: achieved breakeven position within months, profitability and sustainable growth with 6 months.
Ultra Electronics: M&A criteria, business analysis and account management
Results: identified and evaluated critical success factors for growth by M&A; compared market best practices with specific company requirements; designed market and company acquisition criteria and business case templates; developed skills training; implemented Miller Heiman key account development and management disciplines.
Unipart: Sales turnaround in new business and key accounts.
Results: new business sales proposition & strategy; key account management, including Miller Heiman processes and disciplines; leadership and team building; qualification, bid and funnel management; consultative selling skills; competency assessments; specific industry market assessments and sales team development. Springboard© strategy development and team building. Unipart won their largest three contracts within the year.
Vodafone:
Results: transferred consultative selling, sector analysis techniques and business case development skills to new division targeted at SMEs and SOHOs. Annual target achieved within 6 months.
