Following are some of the many projects we have worked on for our clients. These descriptions are intended to show what kinds of service we can perform and the results your company can have. Contact us today to discuss how we can help you.

BMW

Their Requirements:

BMW is constantly searching for perfection, whether that be the ultimate driving machine or improvements in their business processes. They wanted an objective view of the way in which their new strategies were being accepted and adopted throughout the GB organization.

Our Solution: We worked with our partner ODI, to customize their Alignment Diagnostic Process specifically for BMW GB. The tool was implemented at all levels throughout the company.

Results: The innovative, software-based analytical tool helped to provide senior management with a unique insight into the organization and provided actionable data to enable them to more successfully turn strategy into reality.

Follow-On:

Using the output from the Alignment Diagnostic process the management team were able to design and implement new management development initiatives to strengthen the skills of their line managers.

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Dell

Their Requirement

Dell had implemented Target Account Selling for it's major accounts sales teams. The program provided the strategy and process but Dell wanted to help their sales people to explain real VALUE to the customer.

Our Solution In partnership with Power Base Selling Ltd in the UK our European instructors translated and delivered Holden Corporation's "Value Creation Workshop".

Results Rather than implement a US developed course in English throughout Europe we have been able to ensure optimal adoption of the new program using local language instructors. Pilot courses were successful.

Follow-On

Value Creation is being implemented throughout Dell Europe to reinforce previous training and help Dell's major account teams become better able to serve their customers.

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Nortel Networks

Their Requirement

Nortel's Bay Networks company were looking for ways to improve the sales and management skills of their Global Account Managers and key account direct touch sales people. These people have excellent selling skills as well as skills in influencing the virtual sales team worldwide.

Our Solution We developed a special Global Account Training program which included Bay specific material. We trained the internal Bay Global Account Executives to deliver the program in US, EMEA and AP.

Results The new Global Account Program was successfully introduced. Relationship management, business forecasting and consultative sales skills of the participants were improved.

Follow-On

As a result of the success of this program similar programs were subsequently developed for all sales professionals in direct-touch and indirect channel sales throughout the US and EMEA.

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Tellabs

Their Requirement

Tellabs was implementing a worldwide program to access all professionals against a specially developed Competency Profile. To ensure the successful implementation of this program, the EMEA management team wanted to develop the coaching skills of its managers.

Our Solution We implemented Holden Corporation's Coaching to Competence program for senior managers throughout the EMEA region.

Results Managers were able to return to their respective locations confident in their ability to coach members of their team in how to improve their skills in relation to job specific competencies.

Follow-On

In co-operation with the managers we designed a program of quarterly one -day coaching refresher sessions to enable managers to role-play their coaching skills and learn new skills in leadership

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EDS PLM Solutions

Their Requirement

The solid edge product group with EDS PLM solutions, is a software and services company dedicated to helping manufacturers optimize their product lifecycle process. Their mid-range software solution requires their channel partners' sales people to become more consultative. They wanted help in designing a special program to be delivered worldwide.

Our Solution We designed, translated and produced a special two-day program which was facilitated by our international team in English, French, German, Spanish, Dutch, and Mandarin.

Results Feedback from the channel partners was excellent. They appreciated the non-UGS independent delivery and the fact that it was delivered in their first language - for many of them, English was not an option.

Follow-On

The program also provided a foundation for their successful AdvantEdge initiative. We have now developed a Phase II program on competitive selling skills specially tailored to EDS' requirements.

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Visa

Their Requirement

VISA-Asia Pacific rely on their partner banks to sell and promote their services. They wanted a program which would develop the relationship management skills of their account managers working with these banks.

Our Solution VISA in Asia Pacific rely on their partner banks to sell and promote their services. They wanted a program which would develop the relationship management skills of their account managers working with these banks. We produced a specially designed Relationship Management program which was implemented throughout the AP region.

Results The results were excellent with improved revenue and market share for VISA and better customer satisfaction levels with their partner banks.

Follow-On

As a result of the success of the program we were asked to work with VISA to produce a customer service training program which VISA were able to offer to improve the skills of the staff in their partner banks.

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Vodafone

Their Requirement

Vodafone-Australia were looking for a partner to develop a sales training program for both their business to business sales team and their dealer channel managers.

Our Solution We designed two separate three-day programs: 'Winners Are Rewarded' for the direct sales team focused on all aspects of the sales cycle. For the channel managers we produced "Excelling in Channel Management" which included channel selling skills and face-to-face skills.

Results The programs were a huge success. New phone connections more than doubled in the months following the programs. Major new accounts were secured and dealer relationships improved.

Follow-On

Vodafone designed a new sales newsletter GST (General Sales Talk) to keep all the sales professionals informed of successes and to reinforce key message in the training programs.

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