Our client engagements vary considerably. Some simply require intervention such as a skills development workshop while others are looking for an end-to-end relationship.

The graphic below illustrates the typical stages of a project’s process.

How we work

1. Stage One is the process of defining and scoping the requirement.
2. Consultancy leads to consensus and the project is initiated.
3. The company’s requirements determine the techniques that will be used to accomplish the objectives set.
4. Recommendations are tabled and we begin the task of delivering the solution working in close co-operation with the client.
5. Our solution may encompass all or any of the following:
• TPI product and solutions.
• TPI bespoke solutions.
• Third party offerings that are clearly offering best of breed.
• Internal solutions where the client is best equipped to deliver the requirement.

How your organisation benefits

• Risks are minimised by thoroughly evaluating and validating the appropriateness of the solution.
• Buy-in is obtained from everyone that needs to be involved in the solution - that means company-wide, if necessary.
• Our solution reflects an intimate understanding of the business, its challenges, its people, its ethos and its intentions.
• Costs are minimised and time is optimised for efficiency and delivery.

For example

HP Management Conference for 230 Sales Managers

Background: The task was to produce the first-ever global conference for the sales management structure of HP Imaging and Printing Group’s enterprise team.

Location: Athens, Greece

Scope: Following a significant recruitment and subsequent training programme of new sales executives this event was created to ensure that sales management was fully skilled to maximise this additional resource.

The event launched a new sales strategy and focused on building the coaching skills required to deliver this strategy via the sales force. As well as delivering the coaching skills training and the event management, TPI ran a three day Quest Challenge that presented some useful and diverse content with illuminating feedback and results.

Feedback: One of the principle event organisers described TPI as “A great bunch of professionals who stopped at nothing to make this event a huge success. Five facilitators running parallel workshops all with competitive Quest Challenges was something to see.”

HP Inside Sales Representatives Selling Skills

Background: HP made a significant investment in upgrading and upskilling their inside sales team. This team plays an increasingly major role in customer relationships and business development.

Location: Pan EMEA

Scope: TPI worked with the sales management team to build a sales process manual that outlined best practice for every sales situation.

A bespoke training course was built using unique sales simulations and exercises to develop the skills necessary to deliver the process.

This was reinforced with one to one telephone coaching to ensure the skills learned were properly perfected. This programme ran in conjunction with CABD, the field sales training programme also run by TPI thus ensuring common language and cross-over between inside and outside sales teams.

Feedback: “TPI were in a unique position to be able to provide a totally co-ordinated programme of skills development between our field and office based sales teams. This has paid dividends in the teamwork and partnership that has been created between the two teams.”

HP - Consultative Advanced Business Development (CABD)

Background: Printing within large enterprises is increasingly a more strategic and high-level purchase decision. In this highly competitive market HP wanted to maintain and increase its leadership by priming its sales force with new behavioural as well as essential technical selling skills.

Location: Global

Scope: CABD is a behavioural selling programme that allows participants to better understand their own behaviour and that of others. As a consequence, they can make better and more frequent connections with customers.

Feedback: “CABD is the foundation stone of our selling skills programme. TPI have worked with us to create a training programme that has truly become a part of the culture of this organisation.”