PlusOne Performance Group

BACK TO RESOURCES PAGE

Case Study #1:
International Consulting Firm

Problem: Partners

Need to Improve Account Planning and Client Relationship Skills
Consultants needed to develop confidence and credibility in their communication with senior management in client companies. There was a need to develop strategic business solutions while establishing relationship-building skills to enable a connection with clients at a higher level in their organization. These skills are not only necessary components of the firm's ability to develop additional business, but mastery of these skills is a pre-requisite for promotion to partner.

Plus One Solution

The Plus One Performance Team delivered a customized version of a two-day Leading With Presence program that incorporated actual client situations. During theater-based experiential workshops, consultants participated in a variety of presence building exercises designed to increase their confidence and credibility with their clients. Over the course of three years we trained over 150 partners and 400 managers and delivered one-on-one coaching to fine-tune specific selling skill sets; such as, client proposal development and presentations.

Results

Over 96% of the participants reported immediate improvement in their personal effectiveness during the course of the program. The firm management saw a strong improvement in relationship building skills and an increased ability to develop and maintain profitable client relationships. Based on the success of this team selling process the Plus One Team was asked to implement a similar program throughout  the firm to Senior Managers