WINNING LARGE MULTI-MILLION DEALS

FOR A CROSS-EUROPEAN TRAINING COMPANY

Situation:

This company had a good reputation in their market as one of the lead players but had spent several years without either being able to increase revenue or win more of the big multi-million, multi-year deals that were so essential for their business.

He asked Strategenic to guide his board to restart sales growth. They wanted a strategy and business plan that would put them on track to achieve their full potential.

What we did:

  • Evaluated what was working well and where the barriers lay, internally and externally
  • Benchmarked them using the Growth Arrows evaluation
  • Met with each of the leadership team individually
  • Assessed the level of staff engagement and the degree to which they understood the company’s vision, objectives and strategy
  • Led the leadership team to create a vision to inspired and aligned them
  • Led them to work out how they could provide such excellent value to their customers that they would attract far more customers
  • Guided them to create a laser clear strategy to bring the vision about
  • Assisted them to create an action plan for growth

The outcome:

The leadership team:

  • Learnt to think strategically
  • Started discussing things far more openly and clearly
  • Aligned to become a strong team, providing direction and leadership
  • Created a strategy and action plan to deliver the vision they wanted
  • Learnt how to consistently win the multi year, multi million year deals

The leadership team:

  • Only accept tenders they can win – receive 5x more of those
  • Is winning multiyear, multi £million tenders far more frequently – including a programme for Apple
  • Is growing at 12% pa

Focus from Blueprint for growth:

  • Vision
  • Every decision from customer perspective
  • Top performance strategic planning
  • Engage staff for performance