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TECHNICAL CASE STUDY

DEVELOPING COMMERCIAL AWARENESS : Software

Challenge

A financial knowledge gap caused the client’s team to focus on the ‘technical’ aspects of their products rather than key customer benefits showing the need for a more effective sales strategy to help improve financial awareness.

Action

We designed and delivered a three-part solution to address the diverse needs of the varied audience:

● a general awareness course (“Essential Finance”) to explain the relevant fundamental concepts of finance. In order to maximise efficiency, these would be delivered as two half-day events on one day, in separate locations.
● a one-day workshop for sales directors and managers that not only covered the basic finance concepts, but also focussed on financial decision making tools, e.g. NPV and ratios.
● a tailored version of the “Kaplan Business Challenge” for emerging leaders, combining practical financial management skills with broader management and leadership skills in an innovative business simulation where delegates work in teams and compete against each other to run a successful business.

Result

The “Essential Finance” course was so popular that a follow-up was immediately scheduled. Furthermore, our subject matter experts used their insight and cross-department contacts to both identify areas of the business which could work more effectively and break down some common organisational silos. The Kaplan Business Challenge has been so well-subscribed, it is now to be delivered globally.

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