Industry Focus: IT security and risk management, system development, design and integration, program management
Client Need: “Sales hesitation” at the middle management level was resulting in lost growth opportunities. President’s priority was to ensure the successful implementation of a new account management process by developing BD skills for project managers, while consistently delivering service beyond expectations for every client.
Pensare Contribution:
Design, implementation and tracking of customized development program for project managers located across the country
Weekly interactive sessions with PM teams to directly tackle “sales hesitation” while developing actionable strategies to further develop customer loyalty
Individual assessments and one-to-one action planning support for high performers (addressing behavioral patterns, individual motivators and decision making skills)
Post-program support (strategic planning and team sessions) to ensure ongoing implementation of the action strategies developed during the course
“I have seen a tremendous improvement in the knowledge and focus on Business Development throughout the organization! More importantly, I am seeing results.”
(VP Operations)
Results:
Increased Capture Capabilities
Improved Integration of BD in Daily Delivery of Services
Independently Formed Internal Initiatives to Sustain Progress and Drive More Results
Bonding of Middle Managers Intent on Improved Sharing and Collaboration
Better Flow of Information Between Departments and Across Locations
Improved Individual Confidence to Lead, Stretch and Grow
“The two things that stood out in every facet of this program are that success is based upon relationships and the need to be intentional about each aspect that influences our relationships with our customers” (Project Manager)
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