Banking

• Need:
  New sales approach for Professional Services division, and a simplified differentiation strategy to drive sales productivity and unify the teams’ efforts.
• Positioning Solution:
  Move away from a single advocate (the sales rep) as the proposed value, to the differentiated offer of a Specialized Team for professional services firms and to Facilitate Connections on their behalf through the entire bank.
• Verbal Branding Instruction:
  − Live classroom instruction
  − For sales staff and select management personnel from various divisions

Chemical (Anti-microbial)

• Need:
  New branding platform for internal culture considerations, and better sales productivity toward higher revenue engagements and a business rather than technical-oriented positioning.
• Positioning Solution:
  Move away from a silver-based technology offer to Natural solutions and a Partnership approach to help client’s develop brand strategy and identify marketing priorities.
• Verbal Branding Instruction:
  − Live classroom instruction
  − For entire company

Telecommunications

• Need:
  New positioning strategy to reinvigorate flat sales and generate more high quality prospecting appointments, and to clarify differentiation in a commodity-oriented market.
• Positioning Solution:
  Move away from an offer of superior service and an easy to read invoice to differentiation through a Management Platform for Executives (an online relational database reporting platform, for analytics and critical decision making data).
• Verbal Branding Instruction:
  − Live classroom instruction and recorded Webcast
  − For approximately 250 staff: sales and general

Manufacturing (Rigid packaging)

• Need:
  New positioning for a traditionally cost-driven marketplace, and a strategy to attract higher level managers to a consultative process and business-level value proposition.
• Positioning Solution:
  Move away from competing on price to an offer to Match Performance (of packaging) to Business Need, through consultation and a co-development process.
• Verbal Branding Instruction:
  − Live classroom instruction
  − For sales and service staffs, and executive management team