Talent Capital Partners have run hundreds of workshops in 23 countries (some in collaboration with McKinsey) for Cisco, HP, IBM and others focussed each time on understanding the specific customer’s market and issues, the definition of value-creating initiatives and driven, coordinated execution of an account plan across a virtual team.
These Value Creation workshops using what has become known as a “Challenger Sales” approach produced immediate and measurable results, with revenue growth in the following 12 months more than 5 times the benchmark. Our experience is that a significant part of that added value is the transfer of ideas, experience and best practice through the facilitator from one account team to another (different vertical, different market, country, language).
These workshops focussed on global and regional accounts like Deutsche Bank, JP Morgan, Qatar Petroleum, Royal Mail, Aramco, Fiat, ENI, Petrobras, Saudi Airlines, EDF, South Africa Police, ITV, Centrica, Bradesco, SASOL, Emirates, Renault, Nokia, BBC, Bayer, HSBC, etc.
With such workshops, each account team analyses specific account issues in depth, aided by independent customer interviews and multiple viewpoints. They then produce their own team plan, but using a standard process that ensures careful consideration of all factors, involvement and coordination of all stakeholders, and standard format output as defined by the client.
Contact us to see how we can help you create value for your customers, and your shareholders.