Many companies recognize that their internal, product or technology focus or operating environment keeps them from achieving their goals to become customer centric but do not know how to break through. In other cases, they miss or overlook significant opportunities to work in adjacent market segments to their existing customers to best the competition.
Client Example
PowerSkills helped a communications systems equipment company to develop a new partnering approach to reach enterprise customers with their offerings traditionally sold direct to telecommunications carriers and cable providers. The regional sales teams attempts to sell direct to large corporations with private networks was perennially met with failure to cover this complex landscape cost effectively. What began as an engagement to improve existing indirect channel sales operations and practices revealed that some adjacencies would help them reach the enterprise market more successfully. PowerSkills implemented its PowerMapping® consulting process to chart how the ecosystem of solution providers of embedded networks worked through major installers globally and regionally. Identifying the players, relationships, value propositions and a business development approach became the foundation for new revenue opportunities in a value chain that was already reaching enterprises and easily add our client’s offering with their solutions.
Client Case Study
Client: a Fortune 1000 Life Sciences company frequently cited as one of the top companies to work for in America.
Issues: Growth was starting to slow, innovation was lacking, and performance issues started to arise in two key business units. The company was losing the pulse and direction of the market and was not focused on the needs of their customers. This behavior was being reinforced by the leadership team, which continued to pay bonuses without tying them to performance.
Solution: A change management program in the form of executive education and development tied to integrated process improvement and goal setting. Working with the executive team, PowerSkills customized and delivered a Relationship Management and Coaching Skills program to 140 executives and senior managers to drive continuous improvement internally and in their go to market process.
The Results: Shortly after completion of the program, a culture of "goal versus role" orientation started to emerge. High performers were identified and promoted to leadership positions. Non-performing divisions and business units were divested and the company returned 3 consecutive years of year over year growth and earnings increases.
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