Case Study #1:
International Consulting Firm
Problem: Partners
Need to Improve Account Planning and Client Relationship Skills
Consultants needed to develop confidence and credibility in their communication
with senior management in client companies. There was a need to develop
strategic business solutions while establishing relationship-building
skills to enable a connection with clients at a higher level in their
organization. These skills are not only necessary components of the
firm's ability to develop additional business, but mastery of these
skills is a pre-requisite for promotion to partner.
Plus One Solution
The Plus One Performance Team delivered a customized version of a two-day Leading With Presence program that incorporated actual client situations. During theater-based experiential workshops, consultants participated in a variety of presence building exercises designed to increase their confidence and credibility with their clients. Over the course of three years we trained over 150 partners and 400 managers and delivered one-on-one coaching to fine-tune specific selling skill sets; such as, client proposal development and presentations.
Results
Over 96% of the participants reported immediate improvement in their personal effectiveness during the course of the program. The firm management saw a strong improvement in relationship building skills and an increased ability to develop and maintain profitable client relationships. Based on the success of this team selling process the Plus One Team was asked to implement a similar program throughout the firm to Senior Managers