BUSINESS ISSUE

This global IT and business consulting firm with offices based in India desired to increase revenue by expanding its business transformation services across Asia. The goal was to expand opportunities in accounts viewed as essential to meeting the region’s growth goals.

The organization’s leadership partnered with Wilson Learning to develop a pivotal group of 200+ director and manager-level subject matter and solution delivery experts who were instrumental in showcasing the company’s capabilities. This group needed to take a consultative approach and engage customers strategically. New skills would enable them to serve customers as thought leaders and trusted advisors, engage in value-based discussions to progress opportunities beyond existing Service Level Agreements, and build strong, long-term strategic customer relationships.

SOLUTION SUMMARY

A custom learning journey, delivered over time, helped the group gain a consultative skills framework and strengthen interpersonal and collaboration skills. Pre-work prepared them for heightened engagement during live, virtual workshops. Reinforcement practice games, peer discussions, and application activities using real customer situations helped participants refine and hone their new skills. An Impact Evaluation survey was employed to measure quantifiable results and document essential data for future planning.

OUTCOMES

The group of participants who reported a sales opportunity attributed

BEHAVIORS THAT SHOWED THE GREATEST LEVEL OF CHANGE:-

Being well prepared for customer meetings Increasing customers’ level of comfort Identifying customers’ communication styles Adopting a problem-solving attitude with customers Asking the right questions to discover critical information Presenting solutions with a focus on value

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Services Customization Services, Impact EvaluationLearning Journeys

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