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Training and Consulting in Business, Management and Strategy

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info@equinoxconsulting.co.uk  Tel: 07432 538583

Design and delivery of a global business development training program

The Problem

Following the merger of a specialist software and technology company with a global multinational corporation there was poor morale and lack of trust on both sides of the new group and service revenues had fallen well below pre-merger levels. Analysis showed the key problems to include lack of motivation and integration, poor product knowledge and a reluctance among the primarily technical staff to take a hand in winning new business.

 

The Solution

A set of new marketing presentations and case studies was developed and a series of business development training workshops were designed and rolled-out to the international team which was spread across 12 countries across all continents. Emphasis was placed on teamwork and constructive feedback. In addition, regular global web conferences were initiated to monitor team performance and promote information sharing.

 

Results

Product knowledge and staff confidence levels were raised to the point that group revenues increased threefold from $8M to $24M annual turnover transforming the group into one of the world’s largest of its kind in less than three years.

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For more information or to discuss how we can help you contact us on 07432 538 583

Corporate Knowledge-Sharing of Business Development Successes

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Designing and delivering a global business development training program

Corporate knowledge-sharing of business development successes

Opening up EAME and Far East markets

Commercialising new software technology

Overseas tech business start-up

When a Danish software and services consultancy was interested in entering the Asia Pacific market they were put in contact with Phil by a mutual client.

 

With previous experience of living and working in the Asia Pacific region Phil was able to advise on suitable authorised agents to partner with in the region and to obtain the necessary trading licences in the various target countries.

 

After securing key long-term contracts with large local corporations Phil incorporated a subsidiary company in Kuala Lumpur, Malaysia with a satellite office in Indonesia. He hired local staff, dealt with project management and handled client relationships. He formed an aggressive sales strategy based on selling high-end applications of the company’s technology.

 

Credibility was quickly established with very high client satisfaction levels and business was rapidly secured culminating in the successful sale of the company to a large, multi-national corporation.

Overseas Tech Business Start-up

When one of the world’s largest technology and integrated service companies wanted to compete in a new niche service Phil recommended they develop their own proprietary software to tackle the problem.

 

Based on market demands he wrote the initial product specification and then worked with the software developers to ensure it met expectations. Because there was little experience internally in the new service Phil wrote up a comprehensive guide on how, why and when it should be used and followed this up with training presentations to the global field teams on how  to promote the new service.

 

Following this initiative the new service attracted multiple new project awards in the niche market and also facilitated the award of a much larger integrated project for the mother company.

Commercialising New Software Technology

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When an established mid-sized US technology company wanted to increase their penetration into the EAME and Asia-Pacific markets for its consulting software and services they approached Phil to help.

 

Phil advised several changes including re-structuring the european team, setting up a satellite team in Asia and making additions to the in-house software portfolio to meet expectations outside the US.

 

This lead to a doubling of consulting revenues together with the establishment of a successful new Far East operation.

Opening up EAME and Far East Markets

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See below for more details of any of these examples

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(A project carried out for one of the world’s leading engineering and design consultancies for the built environment)

 

Designed and implemented a program to comprehensively analyse successful work-winning methods (current and past) followed by knowledge sharing workshops to spread the most effective practices to a wider group of potential new work-winners in order to grow the company’s long-term business.

 

This was achieved through:

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  • In-depth interviews of the partners and directors in the business regarding the genesis and evolution of key projects (past and present) to define the project-winning process from the initial lead to final project award

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  • Gap analysis of successful techniques with accepted business development best practice to highlight strengths versus areas for improvement.

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  • Knowledge sharing workshops to drive improvements and disseminate best practice to a wider cross-section of staff to grow the company’s revenues and profitability.