Case Studies

From Good to Great: WBS

Developing Commercial Leaders

The Client

Warwick Business School is a top 30 global business school (out of about five thousand) which develops MBA Executives to be highly effective business leaders.  There is a focus on building leadership and commercial selling skills.  Across the past five years we have designed and successfully run modules to advance such skills.

WBS has rated all of activities you’ve run very highly and the MBA student’s feedback has consistently exceeded the required high quality benchmarks. Target organisations have been delighted with the results of the MBA projects you have supported.

Development Leader, From Good to Great: WBS

The Need

WBS vision is to become the leading university-based business school in Europe focusing on two key drivers:  ranking and reputation. Central to this is producing MBA graduates who become effective business leaders. Management and commercial skills, such as managing change, selling and advanced negotiation are important skills. To develop these skills WBS sought our help.

  • Sector

    Services

  • Insights

    Good to Great

  • Key Service

    Build Skills

The Solution

WBS CareersPlus team asked us to develop an advanced approach for MBA students many who hold, or have held, top jobs in blue chip organisations. We worked with WBS to co-create and deliver a suite of stretching integrated activities.  Activities we run include:

  • A Key Account Management workshop covering key aspects of our TEVAL® approach (Target, Engage, Value, Align, Learn). Last year this ran in London with a guest speaker from Siemens.
  • A workshop on negotiation covering setting negotiation objectives, building your case, managing the process and dealing with objections.  This addresses tactics and cultural differences too.
  • An interactive session on creativity in business. This involved a guest speaker from an innovative medical devices group.  Attendees practise problem solving applied to their own challenges.

In addition, the MBA Executives are required to develop a solution to address a business challenge faced by a local organisation e.g.  The Royal Shakespeare Company. To support this, we custom designed ‘Pitching the idea’ a short course covering influencing, selling approaches and the art of ‘storytelling’ – a powerful technique for leaders and Key Account Managers.

The Results

Since launching this approach Warwick Business School’s MBA has improved 10 places in the Financial Times Global MBA Ranking. The practical nature of this integrated development programme has been a factor that helped achieve this.  Feedback from students and organisations involved in our modules has been significantly above the high benchmarks WBS sets.