Case Studies

Differentiating Service Offerings

Propositions, Sales Process and the ‘iPad’

The Client

Falck Safety Services is a market leader in professional training and advice covering crisis management, health and safety and compliance.  It serves wind energy, oil and gas and industrial markets.

Brightbridge worked with the company developing an effective sales process, advancing selling skills and compelling value propositions.  This work started in Scotland and following its strong impact has been rolled out to include Denmark and the Netherlands.

“The eleven compelling value propositions that Brightbridge developed with our senior team and then trained across the group have made a tangible and significant improvement to our results. We have a new clarity and confidence.”

Colin Leyden, UK Managing Director Falck Safety Services Group

“The eleven compelling value propositions that Brightbridge developed with our senior team and then trained across the group have made a tangible and significant improvement to our results. We have a new clarity and confidence.”

Colin Leyden, UK Managing Director Falck Safety Services Group, Differentiating Service Offerings

The Need

Falck Safety Services operates in a highly competitive marketplace.  Many of the training courses it offers are required for compliance, with standard certificates awarded to participants. Competitors offer such certification at lower process.  For Falck Safety Services it is business critical to clearly communicate the extra value its expert trainers, top class facilities, customer focus and years of experience deliver.  Success creates more competent customers, higher safety and for Falck Safety Services, better profit margins and customer loyalty.  To achieve this Falck sought new tools and skill upgrades.

  • Sector

    Services

  • Insights

  • Key Service

    Deliver Value

The Solution

We built voice of the customer activities, building the skills amongst the sales and leadership team for better questioning and value selling.  We also carried out interviews ourselves with key customers, presenting results and recommendations back to senior management.

Through facilitating workshops with the leadership team we steered development of 11 new value propositions using Brightbridge’s MDC+Q framework.  These value propositions were embedded internally with role plays and rehearsal prior to customer roll-out.  We supported communication providing training on a new iPad tool.  This enabled the sales team to show high impact video’s including firefighting training and offshore safety.

The Results

Customer case studies collected have demonstrated the positive, tangible impact this new approach had on boosting sales.  In a highly challenging market affected by oil prices and macroeconomics, Falck Safety Services has gained market share through better communicating its differentiated value.