Case StudiesWe have a major contract to renew.
A large UK company had a major contract to renew, and needed some innovative marketing thinking. We designed an academy course to bring a range of senior managers up to date on marketing ideas, and then followed this with individual tutoring sessions to achieve their individual tasks. Tutoring involved one to one sessions in ‘inspiring’ venues, working on a particular ‘problem of the week’.I have a major marketing challenge, and want some support.
A newly appointed ‘customer experience programme manager’ used our services to tutor him in both programme management techniques, and the scoping of his programme. This was done both face to face and as a constant ‘on tap’ phone service.
A CRM manager needed to reposition his department in a large media company. We tutored him in ways he could use the knowledge and services in his department to build up his credibility with other areas. Internal marketing, in other words. My sales technique isn’t working with analysts.
A newly appointed head of operations at a software company needed to learn how to build relationships with analysts, to achieve his objectives of expansion into EMEA. He had formerly been a sales director, and needed to break the habit of ’selling’, so that he could engage with this valuable ‘word of mouth’ channel. We worked with him on analyst training, then tutored him as he undertook media, analyst and customer interviews, so he understood the different approaches needed for the best results in each.
We tutor mangers in customer engagement marketing to help them think innovatively about current issues and assignments. There are refreshing signs that many executives now understand the greater need for creating customer value, as a route to shareholder value. However, managers are frequently busy delivering results, and don’t have time to read and update themselves on developing business techniques, particularly involving IT- let alone evaluate them.
Not only do we run our continuous action research programme evaluating new techniques in context, we are also experienced university tutors at masters level. Therefore, we can ‘guide’ the busy manager, distilling vital information straight into everyday practice.
Analyst Briefing Coaching
As an ex Gartner Analyst and Research Director, Jennifer Kirkby offers IT companies and service providers training in analyst briefings. Do you know how briefing an analyst is different to a media interview with a journalist? What information does the analyst need, how do they operate, and what will they be looking for in evaluating your company? We can offer one of telephone coaching sessions with a feedback report, or a series of coaching sessions both on the telephone and face to face for your senior managers.