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Case Study

Gateley BD Skills Programme

“From initial enquiry to delivery, KWC Global listened to our needs and tailored the business development topics to our strategic aims. The success of our collaboration shows in the results reported by the delegates. We are about to identify a third cohort for this programme because the ROI speaks for itself!”

Ruth Heaton, Talent Development Director

The Brief

Gateley had identified a cohort of 25 potential future star Senior Associates & Directors to work on their business development skills.

Five modules, delivered face-to-face around the UK, were delivered twice in one day to groups of 12. After our design discussions with them, the topics selected were as follows:

  1. BD Mindset – Attitude & Approach is Everything
  2. Taking Action – Converting Contacts to Clients
  3. The 4 Stages of BD Meetings – Uncovering Needs & Getting an Advance
  4. Cross-selling – Thinking “One Firm”
  5. Honing Your Pitch – Bespoke Benefits & Emotional Connection

Modules were to be delivered in London, Birmingham & Manchester over a 6-month period.

Setting the Programme Up for Success

We love working with clients who want to see results from their programmes, and have a clear idea of how it ties in with their strategy.

This is how we worked with Gateley to ensure the programme was a success:

  • Organised a launch event, which was attended by Sponsoring Partners and Heads of the L&D/BD teams
  • Our trainer(s) also had a chance to set the scene at the launch event, so delegates knew what would be expected of them
  • Set up facilitated 121/group sessions to take place in between the modules to drive activity and implementation of tools from the workshops*

*Gateley preferred to deliver this part internally, which is great! We can help with this part too, and we regularly do for other clients.

The Results

At the time of writing, we have just completed the 6-month programme, and the scores on the doors are as follows:

  • 5.3x ROI (monetary value of wins from the programme)
  • 100% of the participants learned new skills from taking part in the course
  • 100% of the participants have been able to apply the new skills learnt during the course
  • 79% of the skills learnt have been applied to the role
  • 89% of delegates have had the opportunity to apply what they’ve learnt
  • 94.5% of delegates have made some progress towards completing their goals
  • 100% of delegates have seen improvement in their performance in relation to BD by a 77% total increase
  • Of the 77% total increase, delegates estimate that 84% is due to what they learnt in the course.
  • The NPS for the course is 89
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