Case Study 1
Sales Transformation: Middle East & Africa
our client: tier 1 mobile operator sales account (€220m annual revenues)
situation: extensive changes in the stakeholder landscape across multiple customer geographies potentially weaking sales influence & revenues
problem: establish strategic influence with new client c-suite (cxo) across africa
approach: long-term engagement combining workshops, coaching, refocused sales dialogue on customer’s strategic imperatives
outcome: client’s customer redefined account relationship from vendor to strategically vital because ‘the team focused on business impact not speeds & feeds’
“We faced a series of tough challenges, namely changes in exec team stakeholders, the sustained attacks from competition, and the need for growth. Our engagement with Perspective Matters helped my leadership team gain confidence to engage and increase relevance in the C-Suite and been a great source of support for how we implement best practice in our approach to winning new business.”
Case Study 2
3 Year Strategic Planning: UK & Ireland Divisional Leadership
our client: uk & ireland leadership team, global technology vendor
situation: new ceo / new plan
problem: develop a 3 year strategic framework which would unify & motivate the workforce of ~1000 employees
approach: strategic planning sessions including: virtual workshops with >25 senior leaders, pre-workshop homework, interactive plenaries, blended team breakout groups, guest speaker
outcome: robust 3 year plan underpinned by 12 month divisional objectives. Identified critical success factors. built forward planning clarity, team buy-in & alignment around a common vision
“Excellent sessions: well structured, well organised and very well delivered with a great balance of energy, pace and importantly fun. I think we got some great output and most importantly we aligned the wider leadership team to a way of thinking and an approach that keeps us all on the same track for the next 1-3 years as we aim to achieve our strategic objectives.”
Case Study 3
Fostering Trust: New Executive Team Driving Strategic Change
our client: Media tech global leader
situation: established market leader making an accelerated & highly complex transformation to SaaS
problem: lack of familiarity and chemistry in an executive team with a new CEO, some new members & separated by covid lockdowns, time zones & differing strategic opinion
approach: kick-start regular off-site quarterly strategy reviews, 121 executive check-ins, establish common values & working norms, building trust & facilitated feedback
outcome: fast progress through the early stages of team development, navigation through varying strategic opinions, independent counsel on key areas of focus
“We retained Perspective Matters to work with our executive team during a period of strategic transformation to SaaS. We were facing the challenge of a radical shift in our business model and were also coming together as a new management team after many months of remote working due to the pandemic. Jim worked closely with us to build trust and intimacy in our team. He helped us to set some of our longer term milestones and, through independent one-to-ones and carefully facilitated quarterly executive off-sites, he gave us an unbiased perspective on our choices and focus areas.
Jim’s approach encouraged us to document what was most important to the team, actively identify and address any conflicts, and fostered an environment of trust and open communication. His style was instrumental in building a cohesive and high-performing team, which ultimately created the foundation to achieve our goals during this period of significant change.”