Our Clients

Selling to The Board

Microsoft wanted our help to create a bespoke programme that acted as the flagship programme in their sales academy curriculum.

The Challenge

Selling solutions in today’s world is a difficult process with companies under pressures from all different angles: financial, social and political and ultimately having to satisfy their shareholders. Selling into an organisation is a difficult process. Buying power is spread around the organisation and different members of an organisation will have different views and opinions on which solution to go for. Going to the top of the organisation means you reduce the number of competitors being considered and senior directors have the power to make things happen. But going to the directors of an organisation brings with it, its own set of complexities. Senior directors are busy people and they have only limited time for sales people. They are responsible for the strategy of the company, they want to hear the benefits of a solution to them and what will solve their business challenges. But when they have a solution that they like they are able to make things happen in their business.

The Solution

We designed a two day course, with teams working on a complex deal in order to sell to the highest level of a company. The teams were provided with a plausible and highly realistic scenario in which they had to decide their sales strategy, engage with board members, understand their issues and build a solution to present to the board in a competitive tender situation. The clock is ticking, let the best team win...

The IT Academy

The European IT team at Baxter Healthcare asked for our support in designing a programme to enhance their learning and development path.

The Challenge

To ensure that Baxter’s European IT staff are providing a world class service to the business. Business leaders have set aggressive targets, they will be coming to support teams such as IT and asking for the latest technology to ensure they achieve these targets therefore IT need to have the skill set ready to do this.

The Solution

The IT Academy was launched. A development programme for all IT staff that builds on technical, leadership, project management and customer handling skills that mean the team will be able to fully meet the demands of the business now and into the future. The Academy has been set up around a number of computer based and classroom training modules. A dedicated Sharepoint site has been set up that holds all of the information and courses needed for each of the four main skill areas.

In the training packages identified we have catered for different levels of skills, individuals can choose the course that is applicable for their level and can then learn at their own speed. The Academy has three levels; Gold, Silver and Bronze and to achieve these accolades a pre-defined number of courses are taken.

The development programme also forms part of the career pathway and PMO discussions with managers.