Family Firm, Global Growth

Situation:

Leaders at a major manufacturing company wanted to develop greater organizational effectiveness in negotiations with customers and suppliers, and across its own teams.

Problem:

Growing rapidly and globally, the family-owned firm faced increasingly complex challenges and threats as they worked to become a global supplier to Fortune 2000 clients.

Action:

Working with our alliance partner, CorpU, we combined customized, online training with in-person workshops and coaching for senior sales, procurement and operations leaders, to help them plan and execute their toughest negotiations. As successive waves of leaders completed the online course, we helped company leaders to assess perceived progress through confidential surveys and interviews, recommending specific steps to further learning and effectiveness.

Result:

The program became a noted success, created a unified framework and culture around negotiations as the company grew.