Excellence, with results.
Browse the selected case studies, and see how we impact our clients' success.
Case 1: Consumer Goods
Leading Change Through Communication
Challenge
In response to flat sales and to a changing consumer and retail environment, a Fortune 500 consumer goods company was undergoing a major transformation as part of its strategy for future value creation.
One of its key challenges was to ensure coordinated messaging among the newly created Senior Leadership Team.
Approach
Impact Excellence developed a half-day, highly interactive targeted program for the Senior Leadership team, focused on:
_ What leadership communication skills look and sound like
_ How to lead through change
_ How to respond effectively to difficult and challenging questions
Outcome
Team members gained a heightened awareness of their individual communication strengths and areas for development, along with specific practical skills to improve the impact of their messaging.
Success was also achieved in equipping the Leadership Team with insights for proactively leading the organisation through significant change and respondng effectively to challenging questions — internally as well as from media and shareholders.
Case 2:
Consulting Firm
Setting the Stage for a Business Dialogue
Challenge
Young, professional Consultants need to appear highly confident and credible when meeting with clients who are often significantly more senior.
Approach
Impact Excellence designed, and has now facilitated for over 10 years, a one-day class aimed at developing presence, called Personal Impact Through Presentation.
Instruction, filmed exercises and coaching are used to change behavior and produce a commanding presence in individuals.
Outcome
Participants are able to see improvements in presence as the day progresses. They leave the training feeling confident they can engage clients at any level, in any conversation.
Post-training feedback reveals that enhancing executive presence permits questions of age or experience to disappear, clearing the way for intelligent conversations about real issues.
Case 3: High-Tech Sales
Communicating to Build Relationships
Challenge
Sales Professionals at a high-tech company were challenged to conduct business conversations with senior-level (non-technical) professionals at client organizations. The objective was to increase sales by developing stronger relationships with client-side executives and articulate the business value of relevant technical solutions.
Approach
An Impact Excellence training program enabled the Sales Professionals to learn how to express their ideas as business issues, rather than as technical issues. They also learned to ‘ask, not tell’ in conversations with executives, so as to ensure communications served to build and maintain high-level relationships.
Outcome
Participants felt more comfortable and confident in speaking to executives and reported having benefitted from enhanced relationships with client prospects.
Case 4: Freelance Professional
Coaching for Personal Impact Excellence
Challenge
A celebrity Italian interior designer was invited to speak at a prestigious design conference in Asia. His audience was expected to number more than a thousand people, and he was to sit on a panel with international luminaries in architecture and design. Having only ever spoken before small audiences, the designer was concerned about his content, his ability to engage such a large audience, and how to overcome his anxiety.
Approach
The Impact Excellence intervention focused on two areas. First, the content of the client’s presentation was restructured so that it told a story and was easily understandable to a multi-disciplinary, multicultural audience. Second, the client learned, practiced and was coached on specific delivery techniques to be engaging and appear confident in front of a large audience.
Outcome
The designer delivered an engaging and highly successful presentation. He came across as authentic, confident, and passionate about his work. He also appeared comfortable and credible while participating on the panel’s Q&A session.