Examples

Below are examples/results of recent Detailed Assessments.

For an intial assessment of the issues effecting your business arrange a meeting with Antonio.

Bio-Tec Company

Upon first meeting key members of the management team it became apparent that the technical side of the business was of a high standard but that there was no appreciation of the need to become commercially orientated in order that the board could see the growth it needed The focus needed to be on sales / business development with an individual tasked to drive this activity. It was crucial to fashion a team from current members that each had some element of responsibility in creating opportunities.

The process of delivering solutions to customers opened up other crucial areas and opportunities which previously had been missed, these would have a profound effect on developing current customers.

Considerable frustration also existed within the management team with regard to lack of activity and the ability to focus.

As a result of identifying the real issues, the required solution meant bringing together a team responsible for sales whilst taking into account their other duties. In addition it was important to outline how the business needed to be structured and the stance it needed to adopt in order that it could begin to turn around and focus on growing its’ customer base. A myriad of elements came into the mix and making sense of and showing the path forward meant that this company now could develop a strategy to move forward and satisfy the board of its’ ability to do so.

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IT (Software) Company

A well established business with a good track record had long struggled to develop a successful sales team to push the company forward and fulfil their potential in the market.

It became evident that the issue and subsequent failure to build a sales team was not only the lack of experience in directing and managing a team but that senior management felt that simply their ability to attract and reward would be enough of a commitment on their part.

The solution was to help management understand that whilst they were able to attract what seemed to be the right calibre of individual coupled with their ability to offer a generous remuneration package; this did not negate their responsibility to ensure that sales people were properly managed, targeted and made accountable.

The solution was to guide through the process and give confidence that their future attempts would prove more successful. However, there was a more pressing issue that did not surface until it was pointed out to management; the issue of failing to develop a successful team (which had cost the business £’00, 000’s) was due to management no longer wanting the responsibility of the role of bringing on and managing a team, instead they wanted to focus on aspects of the business that had greater appeal, rather than what seemed to be mundane and frustrating tasks.

Part of the solution here was to help focus on the short-term objectives for the business and them as individuals.

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