Case study
Retailer
A well-known high street retailer aimed to increase its sales turnover by increasing the number of conversions from store visitors to purchasing customers. The company had a policy of employing specialists in the product area to staff the store. Mystery shopping research demonstrated that the sales advisers were failing to communicate the product benefits to a much less expert customer base. We developed a series of staff development workshops, which were implemented in all stores. We also contributed to discussions on in store re-design. This led to a considerable upturn in sales.
Professional Services
A legal service firm was facing increasingly active competition in its sector. Following an analysis of internal activities and external changes, we helped the firm to draw up a strategic plan and implement it. Areas where they needed particular support were:
(i) the identification of the core values that they stood for; and
(ii) the most cost effective way to communicate that within their sector.
Profile raising activities included the development of a journal, widespread promotion of their seminar sessions and optimising the marketing value from their already well-known social events.