Organisation of a seminar for a computer system user group.

The brief was to develop the agenda, arrange speakers, choose and organise the location and finally, to chair the seminar event. The table below shows attendee satisfaction ratings.

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1. Software House

The client was a small software house delivering focused solutions to the city-based specialist Insurance and Re-insurance markets.

Our brief was to develop a Targeted Marketing Plan for the major sales proposition and to assist with its implementation.

Deliverables included:-

• Analysis of the market
• Identification of target contacts
• Mindmap based Targeted Marketing Plan that included:-
  • Proposition elevator statement
  • Brainstorming and categorisation of benefits
  • Key Messages
  • Market and competitive analysis
  • SWOT analysis
  • Business Development Plan
  • Marketing collateral Plan
  • Action Plan

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2. Services Practice

The client was the European services practice of a multi-national computer related services organisation.

Our brief was to deliver a prioritisation workshop reviewing the team's current and planned sales propositions and then to assist with the development of a set of Targeted Marketing Plans for the high priority propositions.

Deliverables included:

• One day prioritisation workshop - resulting in a clear prioritisation of sales propositions and the most appropriate allocation of resources.
• A linked set of Targeted Market Plan Mindmaps for the high priority propositions.

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Client Profile Workshops for a major global computer manufacturer and services supplier

Our brief is to compile a pack of research material on a target client company and to deliver a client profile workshop based on the pack to the sales team for that chosen client. The output from the workshop is captured in Mindmaps that provice clarity and common understanding to the team.

We have completed about 30 of these workshops for European target clients and some of the comments made by the receiving teams are captured below:-

• This was without a doubt the most productive day spent at an internal meeting in my time at the company. Honest! The day enabled me to really understand the pharmaceutical industry and its challenges and to position our products and services in a meaningful, customer focused way.
• Yesterday was a really interesting and productive day. I and the other participants were surprised and more important thoroughly impressed by the both the complete preparatory work you arrived with and the most professional way of conducting this meeting.
• Very good process an excellent job made by you. I will repeat with other strategic accounts.
• I have had feedback from most of the team now and all have been enthusiastic. Two members of the team are using parts of the output with our client this morning.
• At our validation meeting, the Bank said we were 90% accurate and that it was the best researched and focused presentation he had ever had from a supplier and he would be passing that on to the Board.
• Thanks again for facilitating the process which I firmly believe should be adopted as a standard throughout the company.
• Enthusiastic feedback from all of my team.The outputs exceeded my expectations – and have been used with client within 24hrs. Perfect as blueprint for joint Client planning session.
• An extremely well organised and productive session. Whilst there is still a considerable amount of work to be done and this was an invaluable first step.
• I felt the process was very valuable in trying to position our company and our offerings with the client, and we will have a template we can discuss and validate with them to try and get them to engage with us where we can add value.
• The account team found it very worthwhile and it helped the new members understand the account faster than usual. We discussed the benefits of such sessions and I would recommend the workshops because of the following (in no particular order):-
  • Provided an excellent set of researched account info. This info was so much more comprehensive than we normally keep in the account plan and provides a good insight into the current 'health' of the account.
  • It gave the team the chance to stand back for a change and agree the common issues and opportunities.>
  • Facilitated team building.
  • It was at the right time in our account development as it will cause us to refocus on what is core for us and our client.
  • You sometimes forget just how much you know about an account and the workshop reminded the team of how far we have come in 2 years.
  • Identified what we dont know and areas for further investigation.
  • Produced a map for exploring business issues with the senior execs in our client.
  • Produced a document that shows the client we are investing in developing a relationship/partnership with them.
  • As we build the account on a european basis the workshop should be run for our client in Italy, France and Germany. It could then be followed by a europe focussed workshop.

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The 2009 UK Customer Experience Awards scheme

This scheme was previously known as the Unisys / Management Today Service Excellence Awards. Our principal consultant, Tony Harrington, has been involved in the programme for more than 10 years, originally as a sponsor and then as an assessor.

This years programme of assessment commences shortly and through his relationship with The Henley Centre for Customer Management, Tony will once again be involved.

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Bespoke Training Day on MindManager Fundamentals for the management team of a local radio station.

The brief was to deliver a one day training programme to senior executives covering all areas of functionality with a rich set of real-life examples.

The table below shows attendee satisfaction ratings. (Scale is 1-lowest to 5, highest value)

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