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Global Manufacturer
Turnover: Billions | Employees: > 20,000
The client is a global leader in its marketplace, employing over 20,000 people in more than 150 locations with revenues in excess of £5bn. As a leading manufacturer of consumer and industrial products, service and product quality are key to this client, but so are customer relationships across the globe.
The Challenge
The UK & Northern European business’s growth profile had stagnated and required fresh eyes and tactics for generating sustained growth. The client has an enviable staff retention record, befitting their status as a global leader. But this had created a lack of energy that management believed was stifling the business’s growth potential. Profit Improvement Programmes were approached on a consultancy basis to design a tailored training programme across the Commercial teams to promote better working practices, especially around new business generation, within this highly experienced team.
The Programme
Working with the client’s Northern European management team, Profit Improvement Programmes provided two solutions:
- A Strategic Sales Audit that assessed current performance levels across Sales and other Commercial functions. This then provided the insight for developing a tailored solution;
- A multi-stage training programme across a number of business units and locations to deliver more consistent and improved business performance.
Results
From a standing start, new business pipelines have been significantly improved. During Profit Improvement Programmes’ training programmes, the client generated new business meetings worth an estimate £30m on an annualised basis. In addition, management has increased confidence in both the quality of management information available from the pipeline, as well as the expected business conversion from it.
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