Falck Safety Services: Developing Customised and Compelling Value Propositions. Brightbridge has provided training to Falck Safety Services covering Germany, Netherlands Denmark and the UK. Falck Safety Services is the industry leader in the provision of safety and survival training covering maritime and offshore survival, crisis management, health and safety and renewable energy. Over the last 15 months Brightbridge has guided Falck Safety Services to develop and embed effective sales processes, to create and market 11 value propositions and to use a leading edge i-pad tool to enhance interactions with customers. Training run in 2015 has focused on Northern Europe involving sales and account managers from several countries. The groups have worked through exercises geared to practical application covering:
- Improving customer understanding
- Structured Persuasive Selling
- Developing and Delivering Compelling Value Propositions.
- High impact presentation (including the i-pad)
Feedback received has consistently been excellent.
‘Brightbridge work well with our teams across geographies. We value these business development workshops and see tangible progress.’ – Tjerk Suurenbroek Commercial Director
Coaching for Warwick Business School
Bright bridge recently ran a workshop at Warwick Business School covering a number of elements related to consultative selling and leadership. Interactive activities included exercises and coaching to help Executive MBA’s gaining internal support for a key initiative, launch a new product to market and negotiate effectively with a challenging customer. Brightbridge has been successfully involved in a workshop and coaching activities at Warwick Business School for the past five years.
Transforming Performance: Customer, Company and Community: Spirax Sarco
Spirax Sarco is a $1bn turnover engineering group. As leaders in steam system their expertise enables customers to save energy costs, water consumption and improve productivity of higher quality products. This improves sustainability. Operating in food and beverage, healthcare, oil and petrochemicals the company has strong potential to grow. Brightbridge has been involved for the last 12 months guiding the development of Key Account plans, a high level Key Account Management Steering Group and cross functional ‘alignment’. To accelerate such engagement Brightbridge was invited present at the Annual conference for over 250 people. We used a variety of approaches – appealing to hearts and minds. The audience were engaged through interactive cross functional exercises, including creating posters linked to customer needs and an educational Key Account Management ‘quiz. We also explored case studies of success and hurdles to be addressed. Three of the company’s Directors co-presented adding relevance and practicality. This has been a pivotal milestone in transforming the groups approach to reach higher levels of customer and internal alignment – key elements in supporting their growth aspirations.