ABOUT THE CLIENT
NTT DATA Business Solutions is a trusted SAP implementation partner.
Through strategic consulting and the latest technologies, the company creates experiences that change organizations, industries, and society for the better.
Industry: IT Consulting, ERP system implementations (SAP)
CHALLENGES AND NEEDS
In 2020, NTT DATA Business Solutions was looking for a strategic partner in developing the company’s organizational culture in five areas:
- Developing teamwork within the board and between key departments of the company,
- Individual support for board members and key directors,
- Developing relational skills, consultative B2B sales, and building long-term relationships with corporate clients,
- Increasing the level of cooperation between different client-facing roles in Sales, Architecture, Consulting, and Support departments,
- Developing communication and relational skills of all employees.
SCOPE OF SUPPORT
In response to the client’s needs, Scaleup prepared and implemented a comprehensive program for developing the company’s organizational culture.
The program was implemented in 2020-2024 and included activities such as:
- Conducting executive coaching processes with the board and key company directors,
- Facilitating strategic board meetings to align the development vision and enhance teamwork (Executive Alignment Program),
- Implementation of a 9-month Sales Excellence program for all client-facing roles. Through this program, participants from different departments could experientially learn and practice consultative B2B sales techniques and relationship building, as well as increase the level of cooperation between departments. The program was preceded by simulated analyses of actual sales skills, attitudes, and behaviors,
- A series of development workshops dedicated to key relational and communication skills for all company employees, meeting in groups of 30-70 people online.
RESULTS
As a result of the program implementation, the company increased the level of teamwork focused on a shared development vision.
At the individual level, thanks to sessions with Maciej Szturmowicz, the company’s leaders:
- Got closer to each other, learned about their values and mutual, often different perspectives,
- Learned to effectively cope with stress and difficult emotions,
- Started to more consciously adapt their leadership styles to a given situation and people’s needs,
- Increased their self-awareness in areas of resources, skills, and career development paths,
- Developed individual solutions to complex interpersonal and team challenges, as well as in relationships with key company clients,
- Improved balance between work and other areas of life (work-life balance)
At the level of the group of people in client-facing roles, 100% of the Sales Excellence program participants confirmed that the workshops were very valuable for their daily work with clients.
The effects of this program included:
- An eightfold increase in the number of people able to fluently adapt sales strategies to personality profiles, needs, and interests of decision-makers on the client’s side,
- A fourfold increase in the number of people able to effectively uncover clients’ needs, goals, initiatives, plans, and challenges and precisely map the business context of client companies,
- Doubling the number of people able to effectively agree on win-win solutions,
- Doubling the number of people able to effectively offer and propose next steps to clients in the sales process, clearly communicating the benefits and business value of solutions,
- Doubling the number of people able to effectively negotiate the best agreements with clients without giving in, from a position of partnership cooperation,
- Doubling the number of people able to effectively respond to doubts, objections, and complaints from business clients,
- Regular exchange of discoveries, best practices, and experiences among participants and getting to know each other in joint action.
From a business perspective, the Sales Excellence program enabled:
- Significant increase in the identification of new projects,
- Building a large and high-quality project pipeline,
- Better prioritization of sales tasks,
- Faster and more precise qualification of new clients and project validation.
The program also increased participants’ self-confidence and their ability to build partner-like, long-term relationships with clients and within the company.
At the level of all employees, the soft skills development workshops increased the level of mindfulness, deep listening, self-reflection, and awareness of personality differences in contacts within the company, with clients, and in private life.
CONTACT
Want to talk about a similar project? Schedule a free online consultation with me, write to me at ms@scaleup.center or contact me at 503 09 09 83.
