Issue:

Business development and revenue generation are critical to the success of the organization. Topping the list of how to accomplish the goal is the need for strong relationships. The relationships required include those with municipalities, developers, vendors, and internally between departments. Much of the business development is being handled by mid level and senior engineers who have never been trained to develop relationships.

Solution:

After initial meetings with key stakeholders, it was decided to focus on one department within the organization. After the completion of pre-work interviews a full day Relationships are Everything™, training was provided followed by six months of onsite group coaching.

Results:

Those tasked with business development and revenue generation report that they are thinking relationally on a daily basis which has led to strong, trusted relationships. This has resulted in advance notification of jobs coming up for bid, single source contracts, and has played a role in the landing of several million dollars of work. Internally, communication and collaboration have increased leading to greater efficiency and productivity. Turnkey continues to be engaged with the company.

 

Issue:

The distributor provides card lock fuel services to companies. In a competitive market they must be able to differentiate themselves. Additionally, their fuel runs more per gallon than some of the discount gas stations so they must show their customers and prospects the value proposition of working with them. Lastly, the company had acquired another location and was in need of a specific relationship strategy to build sales in this territory.

Solution:

Turnkey was engaged for their proven integrated training approach. The fuel card lock division attended a full day of training which was preceded by a series of interviews and meetings. All attendees immediately entered into a six month one on one coaching program with one of Turnkey’s seasoned professionals.

Results:

Sales quotas are being exceeded in all territories. The acquired territory has experienced unparalleled growth. Collaboration between the sales force has increased with the sharing of ideas and strategies.

 

Issue:

Twenty-five year old company recreating itself. New innovations and new go to market strategies in a competitive environment have made the need for differentiation a key imperative. Added to this was an issue of communication between sales and production with a growing gap leading to a decline of frank and open feedback.

Solution:

After completing pre-work interviews with the President and several other key sales and production employees, Turnkey provided a training program at their National Sales Meeting. Included in the program were R&D, production, customer service and the national sales team. The interactive training utilized by Turnkey resulted in open and honest communication between all departments with an agreed upon strategy to move forward with better communication and collaboration. The sales team was provided with the tools and techniques to differentiate themselves from the competition.

Results:

Increased collaboration and communication has led to accurate release date forecasting allowing the sales team to pre-book orders and deliver them on time. The sales team is gaining traction by establishing real relationships as opposed to transactional relationships. Turnkey continues to work with the company.

 

Issue:

After almost a decade in business, the company had undergone personnel changes and was at a crossroads. Seeking to do more high end work, the company realized that relationships would play a significant role in reaching this goal. Additionally, there was a need for strategic planning and assistance with professional sales management.

Solution:

Initially, Turnkey was engaged to conduct their Relationships are Everything™ training which included their integrated approach of pre-work and follow on coaching. After the training, the CEO added additional coaching clients.

A second engagement was for a full day offsite strategic planning session with a deliverable of an executable strategic plan. Included in this engagement was the creation of a sales plan, review of current procedures, and one on one sessions with the CEO.

A third engagement was arranged to have Turnkey provide six months of interim sales management and assistance in implementing the strategic plan.

Results:

The company has become more focused and highly collaborative. Lines of communication are open and creativity is at an all time high. A strategic plan is in place and being followed and the company has been awarded contracts from their target high end customers. The CEO is now able to take the time necessary to do what he does best knowing the company is running smoothly and efficiently. Turnkey assisted in bringing on board highly qualified professionals with a passion for their work.