Organization Medical Management Company

Trainees B2B business development teams made up of one physician and one business developer

Types of Presentations Team sales presentations delivered to hospital administrators and physician groups

Training Goal To help the physicians and business developers present more effectively, work better together, and standardize the sales process as much as possible.

Business Challenge The services they sell are not easy for buyers to understand, and the physicians-turned-sales-people needed to make their messages concise, persuasive, and easy to grasp. They also had challenges working with each other and their counterparts in business development. To complicate things more, the business was growing, and the sales message and process had never been formalized.

Solution We consulted with the physicians and their counterparts in business development to help them understand the benefits of consistency and protocols when developing and delivering sales presentations. The training included multiple workshops to improve the effectiveness of each of the sales teams. It also included training for the presentation development team to help them craft slide decks to meet the unique requests from each of the physicians.

From a Leader You are a gift to us. – Chief Business Officer

Organization Boutique Management Consulting Firm

Trainees Consultants

Types of Presentations High-stakes project updates and final recommendation presentations delivered by teams to client leadership

Training Goal To build the team members’ executive presence and professionalize their communication with clients.

Business Challenge The founder of the consultancy realized that the presentations her team delivered were, in many cases, the actual product that her company sells. She also recognized that the consultants’ communication, if executed well, could be a market differentiator in their highly competitive industry. With these realizations, she knew the team’s communication skills needed to improve in major ways. Under the then-struggling economy, the stakes were too high for anything less than stellar presentations.

Solution We worked with the client to standardize the team’s approach to the high-stakes situations they face. With the standard plan in place, we worked with the team to build the skills they needed to succeed. As the company grows, we return regularly to help new consultants meet the founder’s expectations.

From a Learner Great tips on how to present, maintain composure, and look comfortable in front of a group. But if there are two things I’ll take away from the experience and definitely use: How to frame the presentation – Current Situation, Goal, Agenda, Benefits; How to frame a slide – What’s Here? So what? Great stuff.

Organization International Property Insurance Company

Trainees Leadership Development Cohorts

Types of Presentations Varying depending on functional roles

Training Goal To build communication skills for new leaders.

Business Challenge Each year, this company holds a leadership development program to grow the capabilities of their next generation of leaders. This cohort program includes team projects designed to build leadership skills. At the end of each program, teams present the results of the work they have done to a large group of executives. The challenge was that the teams lacked the confidence they needed to communicate clearly and appropriately showcase their projects’ success. In many cases, the high-potential employees also lacked executive presence.

Solution The program that we designed included building baseline presentation skills with each individual and working with each team on their final presentation to leadership. This ongoing program, which started in 2011, includes a workshop and team coaching.

From a Learner I just wanted to send a quick email and tell you how much I enjoyed the workshop. I have to say that it was by far my favorite part of the … program. I was feeling a bit out of my element and I thought that your workshop was only going to take me further out of my comfort zone, but it did the exact opposite. Thank you for your feedback and for your positive energy. It was really such a great experience for me and I can’t thank you enough.

Organization Medical Supply Distribution Company

Trainees Sales Managers

Types of Presentations Sales presentations and team meetings

Training Goal To provide the Sales Managers with the skills they need to build relationships with their own customers in order to grow their books of business. Also, to set them up for successful communication coaching with their direct reports.

Business Challenge The company had introduced a new sales model but neglected to help the sales force communicate it clearly to customers. There were also budget constraints, which meant only the sales managers could be trained.

Solution We developed a sales presentation workshop to help the Sales Managers not only deliver their own message clearly but also to help them coach their direct reports during ride-along customer visits.

From a Learner I came into this afraid it was going to be just another presentation class with its general, unhelpful advice and guidelines. However, I found the content to be valuable, the exercises to be fruitful, and the time to be quite worthwhile. Thanks!