PROFESSIONAL SERVICES AND CONSULTING

Case #1 Global Consulting Firm

Over fifteen years, we have worked with an international leader in management consulting on a variety of projects including:

• Training new associates in interpersonal and influence skills to work with clients more effectively.
• Developing trust-based client relationships leading to client impact as the primary gain and business development as secondary.
• Increasing the effectiveness of internal departments in customer service.

Case #2 International Consulting Firm Dealing With Full Range of Compensation and Benefits Services Was Missing Opportunities to Negotiate for More Business.

This world-wide consulting firm was concerned about losing additional business with current clients. We designed a special selling skills workshop for actuaries and other practitioners to train them on how to cross-sell by exploring client needs, and presenting service information more effectively. The group was transformed from "reluctant sellers" to "consultative professionals".

TELECOMMUNICATIONS

Case #1 Major Telecommunications Firm in Highly Competitive Situation in Major Accounts.

We began by interviewing all of the key people involved in planning and negotiating special agreements with major account customers. The group included sales executives, complex bids, attorneys and national account managers. Based on the interviews we agreed on key objectives, such as how to negotiate on issues other than price, and how to use alternative currencies to ensure a close partnership with the customer. We designed and delivered a series of special workshops to train National Account Managers in negotiating high quality agreements with major accounts. We used special cases and discussed specific tactics appropriate for complex multi-party negotiations.

Case #2 International Telecommunications Firm in Seasoned Business Wanted To Convert Customers To High-End Products.

By working with the Regional Sales Managers and Sales Reps, we developed special cases to deal with specific situations. We designed and delivered a series of special workshops to train Account Executives in how to sell and negotiate with major clients, while educating them on benefits of high-end products.

Case #3 The Host Of The Industry Carrier Compatibility Forum Sought Help to Run Meetings More Effectively.

The ICCF is made up of member telecommunications companies who have a vested interest in any collective decisions made. We identified the types of key players, their needs and issues, and then trained the company hosting these meetings in negotiation and meeting facilitation skills. As a result, meetings ran more smoothly and efficiently - saving time and aggravation for all parties.

Case #4 Regional Telephone Company Expanding Business and Product Offerings.

A local telephone company whose primary business was intrastate service and coin phones engaged us. They wanted to improve the selling and negotiating skills of their sales group as they expanded both tariffed and non-tariffed services (fraud control, etc.) into other states. We also assisted in enhancing Product Development Productivity.

TRAVEL

Case #1 International Bicycle Touring Company Wanted To Raise The Professionalism of The Sales Staff.

This company hosts a variety of high-end bicycle tours throughout the world. Though relatively sophisticated in bike touring ('sprocket-heads'), the sales folks on the end of in-bound calls were not as efficient (long call times), or as effective (call backs due to further information needed) as sales management would like. We designed a fun, highly interactive two-day workshop to refine telesales skills while not dampening the enthusiasm for the product or the experience. We followed the training with coaching skills for the sales supervisors, and an additional 'booster' half-day session.
Case #2 Adventure Travel Firm Seeks To Cross-Sell and Expand Offerings.

With increasing competition in the adventure travel business, this company sought to increase the selling skills of their reservationists - generate a 'call to action' - while at the same time maintaining the excitement of the "total experience". We conducted a two-day, split session with all of the reservationists, the receptionist, communications manager, and president.

Case #3 Seasoned Company in The Tour Business Experiencing Growing Pains.

Travel agents and passengers alike saw this company as having a great product (the tour experience). On the other hand, because of systems, staffing, structure and other issues, this company was experiencing 'growing pains'. Together, we assessed skills, floor design, supervisor vs. 'coach' roles, etc. As a result, we trained all reservationists in Customer-Oriented Selling Skills with special emphasis on knowing your customer's needs. In addition, we instituted and trained "Sales Coaches" to begin call monitoring and evaluation to ensure continued high quality calls.

MANUFACTURING

Case #1 Global Industrial Manufacturer Launching Corporate University.

TGA worked with internal Corporate University staff to design and deliver workshops in: Team Leadership, Change Management, and Basic Management. We gathered survey and steering committee data to develop customized workshops. We also trained other instructors and coordinated with other training providers to ensure continuity of program content.

Case #2 World-wide Lighting Manufacturer Wanted to offer Value-Added Sales Training to the Network of Distributors

With fierce competition for distributors, this innovative lighting company sought to provide a full sales training curriculum as a key differentiator. TGA had worked with this company to train its sales force, so they turned to us. We designed and conducted: Selling Skills, Advanced Selling Skills, Negotiation Skills for Sales, Time & Territory Management and Coaching for Improved Sales Performance. The results from distributors have been overwhelmingly positive.

Case #3 Heavy Equipment Manufacturer Sought to Upgrade the Selling Skills for its Boot Camp Crews

In this manufacturer’s annual Boot Camps, these crews train dealer sales reps in selling their equipment. The challenge was to take extensive product information and make it come alive – to increase excitement and retention. TGA designed a Creative Sales Training Techniques Workshop that included skills and methods to increase content uptake and add FUN to the Boot Camp experience. We used video and instructor coaching extensively to improve skills.

Case #4 Major Manufacturer of Electronics Components for Direct And OEM Applications.

From both the purchasing side and the selling side, this manufacturer was getting squeezed in a declining market and sought ways to negotiate 'smarter'. We worked extensively on identifying needs and currencies and helped them to discover that they had more to offer than just a low price.

Case #5 Electronic Scanner Manufacturer Was Retooling Work Lines.

During a major work re-design effort, we worked in tandem with another consulting company. The restructure involved moving assembly-line shift workers into work teams or "cells". The role of "Supervisor" was eliminated and line workers had to communicate and collaborate more closely within the teams. We helped train the "Cell Leaders" on how to deal with the new working environment.

INVESTMENT & FINANCIAL SERVICES

Case #1: Global Institutional Investment and Asset Management Firm

After interviews with the Executive Vice President and Investment Services executives to determine the specific negotiation challenges, TGA designed a series of one-day and two-day negotiation skills workshops. The target group included SVPs and VPs with responsibility for client management, fee negotiations, rebids and renewals and service scope issues. The typical response from participants included: “The planning tools and practice were outstanding; we never looked at the negotiation from the client’s point of view before.”

Case #2: Funds Distributor Sought To Redefine & Realign Internal And External Wholesaling Functions.

TGA worked with the Senior Vice President and Sales Desk Managers to develop a "Best Practices" model for internal wholesalers. The project involved structured interviews, focus groups, direct observation and analysis of sales operations data. In addition, we linked results to benchmarking efforts by the firm’s management team to explore how other firms perceived the role of the internal wholesalers. The final report led to a presentation by the SVP to senior executives to generate "buy-in" on suggested changes to the sales operation.

Case #3: Major Life Insurance Company in The Process Of Reorganizing The Institutional Sales Group.

This insurance company was making a major shift in the institutional sales strategy and requested us to assist in designing and delivering Selling and Negotiation Skills workshops. Later we presented a special version of Time Management for Sales for a wider group of participants.

Case #4: Investment Firm Wanted To Improve Teamwork Between Internal And External Wholesalers.

TGA developed and delivered a half-day intensive workshop – Developing Sales Teamwork for 100 wholesalers as part of their semi-annual national sales meeting. We focused on understanding operating style differences, and the pressure points experienced by people working in teams.

Case #5: Mutual Fund Distributing Company Was "Retooling" The Wholesaling Function.

This project involved intensive work with the Senior Vice President of Sales to identify the skills and competencies for all levels of wholesaler: direct, internal, and external. In addition, we undertook to design a specific skills workshop Advanced Selling Skills for Internal Wholesalers.

Case #6: Senior Management Needed Leadership Transition Intervention To Ensure A Smooth Transition For A New Sales Desk Manager.

In this consulting approach, TGA worked to establish expectations up-front, ensure alignment of goals, assessed and built requisite coaching skills in the new manager. In addition, we had the new manager attend our public session of Coaching for Improved Sales Performance.

Case #7: Coaching Experience in Financial Services

• Worked with six senior executives in a mutual fund company deal with major scandal, and the implications and fall-out on employee morale and retention, internal politics, and career.
• Coached a senior executive woman on how to deal with a predominately male corporate culture. Developed strategies for influencing key constituents, achieving balance in life.
• Worked with a senior executive with impulsive anger to develop strategies for alternative action. Also dealing with career limitations.