using
the science of communication
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PRESENTING
TO A MAJOR REGULATORY BODY |
| Client:
|
Communications
and regulatory affairs teams in global corporate |
| Issue: |
A
key product was about to be drawn into a scrutiny process by a
major regulatory body as a result of competitor and third party
activity. The company had already taken the lead by offering to
present their case but wanted to ensure their persuasiveness was
not diluted by their own internal processes and the number of
different departments and affiliates involved |
| Solution: |
We
facilitated a workshop for key managers, encouraging them to define
the situation as if they were outside the company. We then asked
them each to describe their strategy for going forward in very
simple terms and drew this down to two key aspects. The full argument
was then developed using these points as a framework to structure
relevant detail. We also helped them to work out a visual representation
of their case which gave an immediate overview of the situation |
| Results: |
Our
client's case was successful and the product did not enter the
scrutiny process |
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COACHING
FOR GLOBAL TEAMWORKING |
| Client:
|
International
PR department of global pharmaceutical company |
| Issue: |
Managers
in this department had to resolve complex issues quickly and convince
colleagues, who were often geographically distant, to work with
them to implement proposals. Being effective leaders and communicators
was critical in achieving 'buy-in' |
| Solution: |
A
combination of workshops and individual coaching sessions to improve
skills and confidence were held over a six month period. Coaching
included face-to-face meetings, telephone and email support to
develop new perspectives on how to approach key meetings and work
issues as they were happening |
| Results: |
More
positive outcomes from meetings were reported almost immediately
and the department successfully resolved a major issue for the
company during this timeframe. The Head of Department felt that
managers had greater insight into how they were being perceived
and were now more flexible in their communications styles
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BUSINESS
DEVELOPMENT THROUGH RELATIONSHIP MANAGEMENT |
| Client:
|
A
leading public relations consultancy |
| Issue: |
A
key client tended to view the consultancy team as implementers
rather than advisers. Coupled with slow decision making, this
was reducing productivity and affecting morale. The agency wanted
to turn this around by developing more strategic relationships
and rigorous operating practices |
| Solution: |
We
initially ran a workshop to identify the issues involved and to
frame an outcome all the team could work towards. After reviewing
the approaches most likely to succeed with this client, we designed
a series of workshops and coaching sessions to help the team put
these changes into place. These ranged from skills-based sessions
on influencing, assertiveness and negotiation to coaching on how
to approach the relationship |
| Results: |
The
team judged the quality of their client contact to be more productive
and 'comfortable'. They felt a more leveraged relationship with
this key client was beginning to develop at all levels of the
agency |
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BUSINESS
PITCH DEVELOPMENT |
| Client:
|
Marketing
communications consultancy |
| Issue: |
This
consultancy had been asked to develop a strategy and programme
of events for a best practice and learning initiative amongst
a coalition of international companies. They were to pitch for
this work via email and teleconference |
| Solution: |
We
helped them develop a simpler, more visual approach to their presentation
including preparation of a key graphic to communicate the whole
programme, the services within it and its main outcomes |
| Results: |
The
consultancy won the business and at a higher fee than originally
planned. The coalition took the trouble to feedback to them on
the excellence of their plan, depth of thinking and on the way
it was presented to them |
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DEVELOPING
A PERSUASION 'TOOL KIT' |
| Client:
|
The
London office of an internationally acclaimed media company |
| Issue: |
The
directors of one of the practice groups wanted to fine-tune
their own communications and account directing skills and to
foster excellence at all levels in their account teams |
| Solution: |
Working
with the client's Learning and Development team we delivered
a series of workshops to raise account teams' awareness of research
into excellence in communications and to support them in implementing
genuine behavioural change. The workshops were tailored to each
teams' specialist area, using experiences directly relevant
to their sector and were delivered on a monthly basis |
| Results: |
The
teams reported increased confidence and clarity when working
with clients, smoother decision-making and more productive working
relationships |
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COMMUNICATIONS
STRATEGY DEVELOPMENT |
| Client:
|
Surgical
Products Company |
| Issue: |
The
market potential for this company's product was good; however,
few patients were being referred for this type of procedure. The
company needed to understand the communications required to increase
relevant referrals |
| Solution: |
After
some additional research, we ran a planning session with the client,
encouraging them to map out what each stakeholder in the patient
pathway had to believe for referral to occur. This was built into
a visual tool for discussion with the sales managers |
| Results: |
The
company identified the communications that were pivotal to market
development and used this model to drive their sales and marketing
campaigns. They were able to focus their main efforts on the bottle
necks in the system and to devise more tailored approaches for
each type of stakeholder |
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