It has been really exciting working with this successful business helping them with their strategic planning and identifying new business opportunities.
Our first engagement tackled the Account Planning, auditing their current processes and activities with a specific brief to design and introduce a new planning structure. Obviously the success of any new structure depended on winning a number of small battles not least the buy in of all internal stakeholders. We had a strong mandate from the senior management team to challenge the account managers, to work with them to self appraise their current performance and introduce them to new techniques and processes.
The buy in for the new Planning template has been 100% – the recent quarterly performance review demonstrated significant improvement in the proactive nature of their planning. This is a business which already provides a high standard of customer care but it has been noted the new structure has helped the account management team to look for opportunities to exceed their customer’s expectations.
Our second engagement for this client has been focused on the project management of a specific new business campaign, as one of the team commented “I really like the structure and detail behind this campaign – it makes it easier for us to get results”. This is the type of engagement we like, giving us accountability for results, this campaign has tough KPIs which we are expected to achieve.