Case studies

I work with an interesting and highly varied blend of clients, all of whom are looking to articulate their unique story and stand out from the crowd. Here are just some recent examples of work I've done.

Strategy, implementation, sales coaching and training (global advisory firm)

As the growing EMEA branch of a global advisory firm, my client wanted to firmly establish itself across the region as a major player. In this fast growing business the challenge was to unify the business behind a refreshed strategy.

 

I worked with the leadership team to help them hone and define their industry segments, services, targets and value proposition. We built an infrastructure to support this, including a pipeline process and Key Accounts programme, embedded through both group and one-to-one coaching. The business took an enlightened approach to including staff at all grades in Business Development activity. I designed and ran a 15month networking and sales skills development programme for all staff below Director. I was also Bid Director on the largest public sector framework bid across the consulting industry, in which they were successful.

Two years on our work  is paying dividends in the relationships being forged, opportunities identified and deals being won. The most rewarding outcome has been to see people and teams working cross practice, communicating and collaborating to win business.

Brexit go-to-market strategy and strategic accounts refresh
(global professional services firm)

Appointed in an interim Business Development leadership role, I happened to be in the right place at the right time (or wrong time, however you look at it) when the UK’s decision to leave the European Union was announced. With years of austerity and spending cuts across the public sector, a dwindling passion to do public sector work across the consulting industry was suddenly re-ignited.

Almost overnight, the multimillion Government and Public Sector services business of this Big 4 firm needed to respond.

I was responsible for mapping relationships across the new public sector landscape and devising a key account strategy to get the right sorts of conversations happening in the market immediately and against a highly competitive backdrop. I also had to help co-ordinate all the various service offerings being developed in pockets across the firm into a clearly defined, holistic way to support the public sector effectively.

My proudest achievement was a creative strategy session with the leadership team, proposition leads and relationship owners at the end of a 6 month period that unified and excited this group behind the strategy and approach.

Strategy and communications coaching - new product launch
(global pharmaceuticals company)

Our client was launching a revolutionary new drug that looked to transform the lives of the patients affected. Truly purposeful stuff.  The pharma industry is notorious for selling in a clinical fashion with a reputation for professional gain. Visionaries within this organisation knew that to truly differentiate against the competition, who were all offering similar products they had to have different types of conversations with the health authorities, doctors and patient groups.

My business partners and I were bought in to bring this to life for the sales teams across Europe, helping them get behind a new narrative and communicate with influence. 

Sales transformation
(fine wines company)

Where possible I like to work with entrepreneurial companies with exciting value propositions. I was commissioned by a fine wines company for 3 months to help turn around their sales numbers.

 

I ran a series of group workshops to design and implement a new sales process and spent time coaching each sales team member on an individual basis. By the half year point, they were back on track and the sales team had a re-ignited sense of passion for their work and confidence in themselves.