CASE Ministry of justice and security
An it service provider inside the government is going to expand their services outside their own department. In order to do so it is essential the teams optimise commercial skills for an effective acquisition and delivery.
Approach
We have assessed the competences and identified the individual development possibilities from the account managers (front office) and the service staff (back office). Development needs have been discussed 1-on-1 with an Allied Forces coach. A fourth of the participants has followed an individual customised coaching programme, consisting of several coaching discussions and a concrete competence development plan. Subsequently all participants were trained. Account managers in holding commercial discussions, and service managers in investigating additional needs during client contact.
Result
The participants evaluated the programme with an average of 8,7. All participants share the opinion that the programme instantly contributes to improvement of their commercial performance.