Areas of Expertise
Bank of Scotland
Large scale, sales and sales management 'awareness' and development programme for Business Banking Division management group. Deft positioning and execution well received by commercially strong -- but -- often 'sales resistant' population.
Unsolicited interest in Quantum's high profile input from other parts of the bank.
Sponsor: Director of Sales Strategy.
Wilde Sapte (Now Denton Wilde Sapte.)
Leading law firm.
Quantum provided a sales practitioner's objective view of the firm's business development capability -- with changes in senior personnel, large identified opportunities within a number of major clients, and results of an extensive client survey in mind.
Detailed, anecdotally substantiated, feedback provided in particular on:
• Planning and organising business development activity
• Templating account planning effort
• Packaging up (for front-end use) the firm's core value propositions.
Later provided one-to-one account development coaching for a pre-selected 'account director' ( a barrister).
Sponsors: Managing Partner; Marketing Director.
Izodia plc (formerly Infobank plc)
Full service, market leader in e-commerce performance improvement.
Value proposition-driven initiative to equip all of the company's customer-facing players with the tools and means to sell the true value of the company's deliverables to selected vertical markets at the most senior levels.
Completed initial assessment of UK selling operation across the board to position us to help to:
• Increase levels of salesteam ownership of all stages of sales cycle
• Make the 'finished article' tools constructed with Quantum's input count when accessing and selling to senior commercial decision-makers
• Plan, organise and lead the required sales activity and put the necessary systems in place to support this on an on-going basis.
Recently completed sales management ‘framework’ session with UK senior management team to formalise the company’s sales management objectives and supporting methodologies for 2002
Sponsors: C.O.O.; Group Strategy & Product Director; UK MD.
Intelligent Environments Group plc
Internet software and services vendor.
Client since 1995. Quantum instrumental in defining sales strategy and shaping requisite sales activities. (One of the key improvements Quantum helped to bring about was a significant increase in average sale value). Also, Quantum has twice provided its own directors in an Interim Sales Director capacity following the unexpected departure of the incumbent.
Sponsor: CEO.
Level (3) Communications
High bandwidth, IP-based, communication infrastructure provider.
'Livefire' branded, live selling environment sales improvement programme designed to achieve:
• Increased high revenue customer penetration
• Superior levels of sales productivity
• Enhanced skill-sets and widened market appreciation of sales teams.
Sponsor: European SVP Sales & Marketing; UK MD.
QA plc
Market leader in IT training in the process of being re-shaped into a wider IT services group by recently appointed (ex 'Big 5' Managing Partner) Executive Chairman.
Quantum has provided a well received outside perspective on the company's current selling / sales management capability and the infrastructure which supports it.
Action plan and schedule agreed for:
• First hand assessment of, and feedback on, a number of pre-agreed 'sharp end' and people-related specifics
• A supporting programme of hands-on Quantum-facilitated sales improvement activities focused on lifting sales results, particularly in the company's major client sales channel .
Sponsors: Executive Chairman; Executive Director of Sales & Marketing.
US-owned investment bank
Quantum recently invited to discuss sharp-end focused mentoring programme for bank's senior management. Aim: to strengthen the individuals' ability to position and sell the added-value of niche differentiation at a senior (and sceptical) level.
Sponsor: Senior MD Capital Markets.
Leading management services provider to legal sector
Recently completed assessment of overall capability of consultant group whose role includes the delivery of the company’s services as well as the development of new / new-name business.
Recommendations made as to what needs to take place to achieve the company’s growth objectives. Currently discussing the detail and practicalities of the actions required to implement the recommendations.
Southern-based provincial law firm. 7 offices. 340 employees. c£15m t/o
About to respond to CEO’s brief: “.. to improve business relationships and strengthen market presence via a much improved understanding of our targeted clients’ business issues , together with a harder-edged appreciation of how to connect the firm’s services to these issues (and thus add value for the client)….”
Aim: achieve challenging turnover targets; improve gross margin; “punch above its professional weight in chosen markets….”
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