A change in the market place meant that volume contracts with multiple vacancies were disappearing and the company was losing numbers quickly. A complete cultural shift from delivery based selling to proactive high margin relationship led selling was needed, and quickly!
Northern Wisdom Approach
Individual coaching with the CEO to agree how to make it happen. The “Close the Gap” project was launched to all staff replace low margin contractors with high margin new business in skills short areas. Communication was held with the full company, followed up with management reviews to ensure accountability and action. A combination of ongoing coaching and workshops with key staff.
Changes were immediate, and are ongoing. Staff are energised with both numbers and margins increasing.