Case Study One – Australian Bank
Working with Miller Heiman we led an initiative to build world class relationship capability across the bank. The work originated in the business bank and then extended into wealth, health, institutional and wholesale. The capability skill building workshops has included tools and processes bankers can use every day, tool leaders can coach to and leader of leaders can measure. A strong ROI has resulted in an engagement for over four years.
Case Study Two – Financial Planning & Wealth Management
Together with Miller Heiman & Channel Enablers we led an initiative to provide a consistent sales process, channel segmentation and channel engagement model to ensure the organisations channel team were able to maximise sell through rather than sell to. This customer centric activity has all been done with the back drop of increased compliance and regulation. However given the core focus was customer centricity this environment has not effected the tone and focus of the initiative with this client.
Case Study Three – Global Professional Services Firm
We have worked closely with Miller Heiman and the global team of one of the most respected professional services firms to build a client centric culture that drove increased cross service line revenue, closer more aligned account teams and a win-win for the client. We worked with the Markets and Business Development teams to customise a bespoke curriculum to drive these changes and had excellent support from service line heads and partners. The initiative is now in its sixth year and our work takes across Australia, Asia and the Chinese mainland.
Case Study Four – Medical & Health Global Business
We have worked closely with Miller Heiman in Europe to lead an initiative for one of the worlds best medical services and manufacturing organisations. Our work has focused on pipeline management working with the sales leaders to leverage a new CRM and provide a robust proven method for managing complex opportunities with long sales cycles.
Case Study Five – Telecommunications Retail & Business
We have worked for several years with a leading Telecommunications, Mobile & Data provider using our Channel Enablers IP to design, scope and run workshops to build effective partner planning tools,retail store & business centre management tools and ensure a high level of customer satisfaction and sell through is achieved.