Bluestone Training Consultancy Ltd

Transcription

1 Bluestone Training Consultancy Ltd BUSINESS NEEDS ANALYSIS PEOPLE DEVELOPMENT NEEDS ANALYSIS GAP ANALYSIS NEEDS IDENTIFICATION AND PRIORITISATION RECOMMEND SOLUTIONS DESIGN AND IMPLEMENTATION REVIEW

2 Bluestone Training Consultancy Ltd is a UK based consultancy that works globally, bringing leading edge solutions specifically developed to meet your business needs. Between them, the members of the Bluestone team have held senior sales, training and management positions in blue-chip organisations and, with a network of experienced associates, fully understand the challenges and opportunities which organisations face today. What do we do? Bluestone exists solely to maximise the effectiveness of individuals and teams both within and outside their business environment.. Our Mission To help our clients to achieve improved business results through the application of innovative, inspiring, results-orientated people development solutions Bluestone Training Consultancy Ltd BUSINESS NEEDS ANALYSIS PEOPLE DEVELOPMENT NEEDS ANALYSIS Facilitation of customised business-focused, internal training programmes GAP ANALYSIS One-to-one coaching to enable resolution of specific issues NEEDS IDENTIFICATION AND PRIORITISATION Design and development of training modules for our clients to run in-house RECOMMEND SOLUTIONS Facilitation of meetings to bring teams together and resolve issues and develop plans DESIGN AND IMPLEMENTATION Design and facilitation of developmental conference activities REVIEW Production of text and multimedia training materials

3 Bluestone Training Consultancy Ltd Corporate Healthcare Wyeth Pharmaceuticals Medtronic Genus Pharmaceuticals Roche Pharmaceuticals AstraZeneca Novartis Aventis Japan Norgine Ltd Service Sector Hesperion/Averion Novella Clinical SRA/Constella ConnectJets Lifetime HF Professional / Postgraduate Education Royal College of Psychiatrists Wessex Deanery Management Centre Europe Inwent (Internationale Weiterbildung und Entwicklung) NCDG (Nippon Carl Duisberg Gessellschaft) Wales Deanery Client Categories Finance Manufacturing 3M DDS Xerox CIT LloydsTSB Middle East

4 Bluestone Training Consultancy Ltd Individual effectiveness Presentation skills Assertiveness Project management Team Effectiveness Belbin team style workshops MBTI Conflict management and resolution based on Strengths Deployment Inventory Individual coaching Senior manager strategy facilitation Life coaching Specialist Areas Customer Service Delivering outstanding customer service Managing the difficult customer Managerial effectiveness Leadership and management Trainer skills Competency based interviewing skills Appraisal skills Running effective meetings Time management Coaching/counselling Mentoring Commercial Effectiveness Consultative selling Marketing Skills Negotiation skills Influence skills

5 Stuart Wineberg BSc PhD Stuart has over 30 years experience in blue chip organisations and has held senior positions in sales management, HR, clinical research, marketing and training. Stuart is a powerful and empathetic presenter, trainer and coach who is fascinated by the issues that motivate people to achieve success. He specialises in presentation skills, marketing, influencing and assertiveness skills and training trainers. He is also a successful author. Stuart is an NLP Master practitioner and qualified to administer SDI and HBDI inventories. He is equally at home with group or individuals. He works throughout Europe and the Middle and Far East. Bruce Dimelow Aff. CIPD, NLP Practitioner Bruce has a broad range of commercial and training experience with a number of blue-chip companies. As a trainer, consultant and coach, Bruce has extensive experience of working with a wide range of businesses across the UK, Europe, and particularly the Middle East. His expertise includes all aspects of training, management and leadership development. He has a capacity for hard work, a high degree of professionalism and an infectious enthusiasm for what he does. His approach is always to deliver fresh and innovative programmes, which lead to measurable and sustained results. Bruce is an accredited MBTI and SDI administrator and a certified NLP Practitioner. Jennifer Wineberg BA Jennifer has degrees in Education and Psychology. Her experience includes successfully establishing and running her own business supplying educational materials. She then joined a major pharmaceutical company where she held the position of Senior Key Account Executive in the London Teaching Hospitals. Her expertise lies in sales, negotiation and key account management as well as all aspects of customer focus and care. Her interpersonal style is lively, enthusiastic and involving and is grounded in the reality of the life of a professional salesperson. Jennifer is an accredited SDI administrator

6 Philip Yates BSc MPNLP Phil is an ex-teacher with over 20 years experience in sales, marketing and training in blue-chip organisations. He specialises in developing leadership, presentation and communication skills within sales, marketing and management teams. both at an individual level and with groups. Phil provides coaching and mentoring support to organisations in the UK, Europe, Middle and Far East. Phil is qualified to administer the MBTI and is an NLP Master Practitioner. Kate Rees BSc Kate has over 20 years experience within blue-chip organisations in sales, project management and training management. Kate specialises in developing innovative and creative accelerated learning techniques to facilitate the understanding of key concepts. An area of interest is developing simulations and case studies to aid learning and development for use in training and conference environments. Her areas of expertise include project management, competency development, facilitation of meetings, business and training needs analysis and coaching and counselling skills. She works throughout the UK, Europe and the USA.

7 Case Study Wyeth Pharmaceuticals - Influence Without Authority The Business Need Wyeth are the 11th largest pharmaceutical Company in the world with a turnover in excess of $20Bn US. The UK operation recognised the need to maximise cooperation between the people from different departments who make up their Brand Teams. Brand Teams are the small group of representatives from all the business functions who need to work together to create an integrated approach to implementing the Company s marketing strategy. The Gap/Needs Analysis These Brand Teams are led by Product Managers who hold accountability for tactical implementation of marketing plans and ultimately the commercial results of their Brands. The Product Managers needed to gain the commitment of their Brand Team members despite these individuals coming from a wide range of functional areas over which the Product Managers had no authority. Levels of communication were poor, some teams were clearly dysfunctional and this was impacting the core business. The Solution Bluestone Training Consultancy was commissioned to develop a two-day programme to give the Product Managers the necessary skills in influence techniques, rapport building and behavioural adaptability in order to maximise commitment and cooperation from Brand Team members. In addition to these core techniques, a comprehensive training needs analysis established that the Product Managers were not engaging routinely with their support functions except when they needed something This was generating a strong avoidance response in the other members of the team. As part of the workshop, the Product Managers developed strategies to create fundamentally more positive relationships with their immediate support functions. The Outcome Based on post-event research and feedback, the programme has hugely improved working relationships within the Brand Teams. The Product Managers report much greater levels of cooperation and proactivity. The power of this technique has been more broadly recognised and in addition to forming a core element of all Product Manager training in Wyeth UK, the programme has been rolled out as an advanced sales programme for senior sales force members.

8 Case Study Medtronic Consultative Selling for Technical Salesforce The Business Need Medtronic is the world leader in medical device technology with sales in excess of $12Bn US. The UK Division of their ear, nose & throat surgical device division needed to address the increasingly complex sales processes developing within the changing NHS The Gap/Needs Analysis The ENT salesforce is characterised by highly technical engineering specialists with a great interest in the features of their equipment. This was acceptable as a profile whilst the purchaser was the end-user surgeon who was also usually very technical. Increasingly the decision-making process involves non-specialist financially driven players such as purchasers and business managers. In addition, the market was being commoditised and more price sensitive. Finally, the purchasing pathway was becoming more complex. The highly technical, features driven salesforce were unwilling or unable to extend their contact range to include these new players, relying instead on more frequent contacts with the surgeons who were no longer the only decision makers. The Solution Bluestone Training Consultancy was commissioned to develop a highly interactive event at the kick off conference for the new financial year. A mixture of input sessions and syndicates were used to establish the skills needed to change their operating methods and this was consolidated with a simulation of a hospital environment where teams of salespeople had to plan their business strategy, negotiate for access, present their proposition and gain the business. The customers were played by senior sales managers who offered developmental feedback at the end of the process and declared a winner. The Outcome Feedback from the National Sales Manager confirms that sales progression in the team has accelerated and the behaviour of team members demonstrates increased confidence with new customer types and a much greater understanding of buying motivations, together with a reduction in pure features based selling. As a result of the increased sales base, the team is expanding in the next financial year.

9 Case Study Lloyds TSB Middle East Customer Care Roll-Out The Business Need Lloyds TSB is a leading global bank with an increasing presence in the Middle East. Outstanding customer service is a key differentiator in this highly competitive marketplace. The Gap/Needs Analysis Lloyds TSB clients have expectations modelled on their experiences with the bank in the UK. The Middle East banking market is technologically less developed than the UK and operates in a complex multicultural environment. In it s aim to achieve a leading position in this high value marketplace, customer service levels were identified as an area where improvements would lead to a definite competitive advantage. The Solution Bluestone Training Consultancy was commissioned to develop a bespoke customer care package. This was tailored to the specific needs of the bank, the cultural demands of the marketplace and the need to meet a real sense of urgency in dealing with this challenge. The project required the involvement and agreement of multiple stakeholders from the Managing Director through to the manager of the banking hall and the manager tasked with dealing with customer complaints. The highly interactive and practical programme was developed and rolled out within tight timescales and demanding quality standards. 140 people were trained in a continuous series of back-to-back workshops involving all customer facing staff and key back office representatives. The Outcome Immediate feedback from managers and delegates has been excellent and the processes defined in the workshop have been used to define the key measures of customer care performance in all Lloyds TSB customer facing staff. LTSB Middle East were awarded Best International Bank for Customer Service for the UAE in November 2008.

10 How Does Bluestone Measure Effectiveness? We base our measurement on the work of Donald L Kirkpatrick, the acknowledged world leader in training measurement and we use the tools indicated below. The four levels of Kirkpatrick's evaluation model essentially measure: Level 1 Reaction of delegates - what they thought and felt about the training Feedback forms Level 2 Learning - the resulting increase in knowledge or capability Baseline knowledge assessment Quizzes Formal evaluation of knowledge Level 3 Behaviour - positive changes in the workplace as a result of the training Interviews with line managers before and after the event Behavioural rating scales linked to job competencies Level 4 Results - the effects on the business resulting from the delegate's performance Most organisations cannot invest in the complex processes required to fully link the effects of training to direct business results. It is generally accepted that if delegates implement behaviours measured at Level Three then business results will inevitably improve.

11 Client Feedback Stuart was fantastic! What a guy! Not only does he manage to get the information across in such a way that really sticks, he is also a wonderful entertainer. I feel much more confident that I was presenting what I wanted the group to know and believe much more effectively than I have done previously. Thank you By far the best presentation skills session I have been on (and have been on a few). Very much in the real world. Fantastic, relevant, lots of practical tips. Very entertaining Useful, well presented, attractive. 5 stars Stuart continues to provide a creative format and still get all relevant points across. He s fab. So much fantastic feedback and extensive real life knowledge. 10/10. Great teaching skills, huge knowledge. The course has been a real pleasure An excellent course for people at all levels of experience. Go for it. This is a small sample of the positive and generous comments given to us following our workshops

12 Published February 2008 "Wrestling with Crocodiles" was inspired by a desire to reach more people than was possible with our acclaimed "Presenting With Confidence" workshop. It recreates the real sense of a personal coaching session, whilst being well structured, practical and easy to follow. The crocodile is a friendly cartoon character who inhabits the pages of the book pointing out important messages and tips. He was inspired by a comment from a delegate that "he would rather wrestle with a crocodile than present in public". "Wrestling with Crocodiles" achieves a rare balance between being genuinely entertaining and easy to read. Aimed at anyone with a significant presentation to deliver, this book holds the hand of the novice and will inspire the more experienced presenter to reach the highest standard that they are capable of achieving. Clear, humorous and to the point, it will develop your skills rapidly and effectively. What a great book - I couldn't put it down, even at the end of a long, hard day! A colleague kindly lent it to me but I will certainly buy my own copy and have already recommended it to a friend who's buying it too. Amazon reviewer

13 Bluestone Training Consultancy Ltd Hyde Farm Cottage Saunders Lane Awbridge Romsey SO51 0GP Hampshire UK +44 (0) (Training Office) +44 (0) (Training Director) +44 (0) (Business Development) Absolutely no question, it is training David Shepherd, artist and conservationist In response to the question What is the secret of your success, FT March 2008