Case Study: DMW Group
Developing organizational sales effectiveness
Developing organizational sales effectiveness in a technology consultancy & professional services environment
Developing organizational sales effectiveness in a technology consultancy & professional services environment
The Brief
DMW is a London-based strategic IT partner. Founded in 1989, the organization has a 25+ year track record delivering complex, business-critical IT transformation projects, working internationally for ambitious public and private sector organisations.
DMW had an established reputation and growth track based on the excellence of their work and the tangible value that they add to their clients. Like many of our professional services clients the leadership team at DMW recognized that alongside their exceptional technical expertise and delivery capability it was essential to build a rigorous, clearly defined infrastructure that would support a sustainable approach to business development.
The team were asked to create a sales playbook and behavioral change program to go beyond just an impact on internal sales effectiveness and impact the ability to attract investment.
The Approach
Following a period of alignment and analysis within the business we produced a capability report which included recommendations for how to bridge the gap between the current and desired state. Working with key members of the leadership and consulting teams through a series of workshops the team facilitated the capture, codification and refinement of the process and methodology that underpins the approach to winning work in the form of a playbook and guide.
The playbook has then been brought to life through a series of workshops where relevant skills are developed and honed, in order to maximize customer experience and engagement throughout the business development process. As DMW continued to grow there was a focus on ensuring that there wasn’t a dependency on only senior grades winning work. As part of the development of the consulting team it was essential for them to develop the habits, confidence and capability necessary to create, convert and maximize the value of an opportunity to the client and DMW.
The Results
The new DMW Group brand
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