Client Case Study 1
Global Fortune 100 Technology Company
Client Description
- A major high growth technology components manufacturer who provides IT components to large OEMs and distribution business partners. Six divisions were consolidated into a Technology Group with a single client sales, service and marketing organization.
Environment At Point Of Engagement
- Each division had it’s own organization selling to many of the same OEMs and distributors. Each team had a different strategy for their customers. Many of the sales people were hired from outside the company and did not adequately represent the company’s brand and culture. No formal sales training and management development programs had been defined and implemented for the technology divisions.
Consulting Engagement
- An opportunity planning process and training program was implemented for all key account teams. Joint planning was done with all major business partners. A leadership training program modeled after the corporate strategy was put in place for all managers. A 360 leadership competency assessment was done for all managers to support their development of a personal plan for growth.
Results
- Improved morale across the management team . Strong business success across the organization, along with the development of major billion-dollar alliance agreements with several OEMs and Business Partners. A leadership team that more effectively represented the brand values of the corporation.
