Our client company had what they termed a "well-oiled machine" of order-takers, serving primarily one client for 30 years. Suddenly their client changed their way of doing business and no longer required our client company's services. To stay alive, our client company had to make a radical change from an "order taking" mentality to a sales culture. 

Our Approach:

We learned as much about the situation as possible, then documented specific behavioral objectives that each department was to achieve during our training program. The custom program we created first approached the subject of defusing the negative connotations most of the team had about "sales." After dispelling fears about change in general, the participants were coached to focus on the benefits they would receive from working a step-by-step plan we helped each one create. Time between multiple sessions provided opportunities for participants to follow-through on their commitments to their plans. Group accountability sessions allowed all participants to witness the successes each one was achieving, which added to the motivational environment we were delicately creating. Weeks of work paid off tremendously. When we facilitated the session on calculating the value of their changes, everyone was pleasantly surprised at the positive results they had achieved.

What our client said about the results:

"I wanted to take just a moment and thank you again for the wonderful job you did in developing and presenting the 'Cultural Shift' seminar for my employees. As you will recall, we faced quite a challenge in shifting from the operations, order-taking mentality to a true sales-driven organization. In the year and a half following your presentation, we increased our net receivables by 42%! We had a lot of people dedicated to our mission and they worked very hard to achieve their results in a difficult environment. No doubt -- your presentations played a large part in our success. Thank You."

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The client company wanted to re-engineer its complete structure, including operations and culture.

Our Approach:

We met with top executives to learn the scope of the task and we met with a hand-picked group of employees to gain insight from their perspective. Based on those interviews, we articulated behavioral objectives in the proposal to ensure that expectations would be managed. After outlining the topics we would cover and methods of training, the client signed off on the project. Topics included Roles and Responsibilities for Performance Management, Enhancing a Team Environment, Organizing and Controlling for Productivity, Understanding Profitability, Communication and Counseling, and Improving Business Relationships. We trained the Executive Commitee as well as all employees in multiple sessions spread over an appropriate period of time.

What our client said about the results:

"The Committee looked at several approaches. Your company provided insights into team work as it relates to internal and external customers, problem solutions with employees, salary program, and most important was instilling into each one a sense of value. We can without reservation recommend you and your company. We were pleased with the product content, the teaching methods, and the professionalism displayed during our association."

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Our client company needed to improve output significantly with a difficult set of circumstances--key team members did not like one another. Politically-motivated actions by employees created a less-than- motivational environment. Employees were not working at peak performance.

Our Approach:

After learning the goals, we carefully laid a foundation for growth by utilizing business games to teach principles and provide the team an opportunity to work together outside their normal functions. Fun combined with practical discussion made the training sessions a safe place to learn and change. We worked from the general to the specific on every topic to protect each participant's pride. Asking questions of the group (and eventually of specific individuals), ensuring that each one had ample opportunity to speak, and staying on task with our subject matter contributed to the eventual creation of a motivational environment. We remained flexible throughout the program because results are more important than covering topics.

What our client said about the results:

"We have noticed a genuine growth in our employees' performance. We have diverse personalities and with your help, our employees have come to recognize this as an asset. Your training is effective because it is practical and interactive. It helped all employees understand themselves, each other, customers, productivity principles, and ethics. I am sure this had a direct impact on our extremely high level of financial success last year and will further impact our growth this year."

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