Clients
Our clients range from Fortune 1000 companies — such as Aventis Pharmaceutical, Genentech Biotech Company, Hewlett-Packard Company to small organizations — such as the AmTech Center for Collaboration, Bluecube Strategic Consulting, and the Palo Alto Jewish Community Center. We also work with professional services firms and independent consultants.
Case Studies
Fortune 50 High-Tech Company
Major Consulting Organization
Major Biotech Company
Global Pharmaceutical Company
Start-up Company
Non-profit Organization
Fortune 50 High-tech Company
Business Problem: Slow and inefficient in responding to customer inquiries and problems. Inability to transform lessons learned in technical marketing and customer support into positive business practices.
Result: Through a structured business-planning meeting — determined high-level strategy for a major initiative. Detailed four projects defined with owners, timelines, measures, and success factors.
Business Benefit: Reduced cycle time by 25 percent in getting information to customers. Faster response to customer problems. Improved customer satisfaction.
Major Consulting Organization
Business Problem: Needed to rapidly plan and ramp up a new consulting practice.
Result: Through an interactive meeting with field sales and consultants — created a consulting service and practice model. This model included: expanded definition of consulting service; consulting delivery process, with associated customer deliverables; knowledge and skills needed for sales and delivery roles; community of practitioners design; and a plan for practice launch.
Business Benefit: Ramped up new consulting service within a month. Beat competitors to market.
Major Biotech Company
Business Problem: Need to improve selling effectiveness.
Result: Through an interactive focus group with account managers and sales people developed a Web-content model. Included information needs and behaviors. Input to design for Intranet portal (Web) for sales force.
Business Benefit: Sales force becomes more competitive.
Major Global Pharmaceutical Company
Business Problem: Both research and development cycles took too long. Duplication of effort in discovery. Critical decisions were not made in a timely manner due to inability to access important information knowledge and to link scientists in same disease area.
Result: Through two collaborative focus groups with R&D personnel (such as managers, scientists, marketing, regulatory), developed Web-content model. Model included key information/ knowledge with sources of information and knowledge (such as people, disk drives, databases, meeting notes) needed to streamline the R&D process. Content map applied to design of Web portal for worldwide R&D organization. Also used for design of scenarios for portal proof of concept.
Business Benefit: Elimination of redundant activities and knowledge. Increased collaboration among scientists in discovery phase. Reduced time to market.
Start-up Company
Business Problem: Need to improve selling effectiveness. No way to learn from customer calls and apply learnings to get new business.
Result: Through a structured meeting, tailored the sales process into customized process model. Identified activities, information, knowledge that would most effectively turn prospects into clients to create a knowledge leverage model. Planned after-action reviews — capturing lessons learned and best practices from major sales calls and applying these to winning more clients.
Business Benefit: More client-oriented selling. Won more clients.
Nonprofit Organization
Business Problem: Wanted to operate more like a business. Functions did not have structured approach to work — so work was done ineffectively, and it was difficult to train new people.
Result: Through a facilitated meeting with functional staff, developed a process model for operations (board, management, marketing, program management, IT, finance). Used as a guide for new management. Used for development of technology to automate business. Used as roadmap for employees.
Business Benefit: Gave all staff view of all operations. Operations become more efficient.
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