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Case Study
Business Issue
A leading management consulting firm sought to elevate its globally distributed knowledge team into strategic problem-solvers. While the team effectively supported front-end consultants, their interactions were often transactional. The firm aimed to transform their knowledge team into trusted advisors capable of collaborating closely with consultants to identify untapped opportunities, provide tailored recommendations, and drive exceptional value.
By adopting a consultative approach, the firm sought to empower back-end teams to move beyond reactive support and become active partners in co-creating innovative solutions aligned with client goals.
Industry Human Resources
Category Sales
Product Counselor
Solution Summary
To transform the knowledge team into strategic problem-solvers, Wilson Learning designed a comprehensive program that equipped participants with the tools to foster stronger client relationships and drive sustainable value.
By mastering consultative principles and negotiation skills, the team became trusted advisors, capable of identifying untapped opportunities, providing tailored recommendations, and delivering exceptional results.
Outcomes
The group of participants reported sales opportunities attributed to:-
- 18% of revenue can be attributed to the Consultative Process.
- INR 676K+ of the total revenue attributed to the program.
- The attributed revenue ranged from 0 to INR 1000K
- More than 85% of participants indicated change in behavior
BEHAVIORS THAT SHOWED THE GREATEST LEVEL OF CHANGE:-
The participants were able to:
- present solutions/products as per the task & personal motives
- be well-prepared before each meeting with consultants
- ask the right questions to identify the current and desired situation
- reduce relationship tension with the consultants
100% of the participants who responded agreed that they “are able to establish a greater level of trust with clients faster”.
Resources Implemented For Success
