 Case Histories How a large non-profit organization dramatically increased their signup rate for new corporate clients by 30% in less than one year.
SITUATION: An international organization with 80,000 members was suffering from declining signup ratios of new clients. This largely volunteer organization was not expanding as rapidly as desired.
PROBLEM: Lack of focus and sales training/techniques were impacting the signup ratios. No centralized database for leads tracking, lack of sales marketing collateral. Lead generation was minimal. Complete turnover annually of personnel resulted in loss of intellectual capital every year, not being passed to the next generation.
ACTION TAKEN: Documented Gap analysis focused on the sales process, skill sets needed to improve performance, and recommendations to implement some technology solutions. Moved the association into several best practice areas and trained majority of manpower on new systems.
RESULTS/ADDED VALUE: Increase in signup ratios by 30% in less than a year.
How a corporate Training Department was Revived, Revitalized, and Retrained to dramatically improve the training experience and improve bottom-line results.
SITUATION: Delivery of technical skills workshops were stalled due to the poor presentation and training skills of the instructors.
PROBLEM: Even though the existing training delivery was above average, students were inattentive, not engaged, and bored. Vital skills were not being mastered, resulting in failed operations and substandard results. The trainers were not doing a good job!
ACTION TAKEN: Analysis of Training Department revealed several missing skill sets. A program to improve Presentation Skills and Classroom Training skills was designed, developed and delivered to all training instructors and supporting personnel.
RESULTS/ADDED VALUE: The “Train-the-Trainer” program led to a significant improvement in student satisfaction scores, and there was a marked improvement in delivery of services by those who attended.
How a large California-based Utility company implemented a Training Program for it’s IT department staff.
SITUATION: When California deregulated the utility industry, it meant that IT departments were now forced to compete and earn their existing clients business.
PROBLEM: There was a great risk of losing thousands of customers to outside vendors who were eager to provide competitive services. Potential loss of jobs.
SOLUTION: A basic sales skills training was designed and delivered to over 200 IT staff, which resulted in no loss of business. Program included training, coaching, coaching in the field and resulted in significant improvement in customer satisfaction and retention. Increase in employee morale and service levels as a result.
RESULT: No loss of business to outside vendors and the IT department remained intact with high morale and growth.
How an internet startup company used business consulting to successfully launch an innovative service.
SITUATION: A startup company needed help in developing and implementing an effective business, marketing and sales plan for this innovative service.
PROBLEM: The anticipated target market was unknown, the sales organization needed to be built, validation of the business model was needed.
ACTION TAKEN: Business Consulting was delivered which yielded an effective and comprehensive plan to be implemented.
RESULTS: The company was launched successfully and currently has over 900 new customers , alliances with many industry partners, good positioning in the marketplace and is seeking second level investor funding.
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