“So effective was BiG’s involvement in the UK that the team went on to work with more than 60 Sales Directors, Account Leads and Solutions staff for CSC’s Denmark, Sweden, Norway and Finland operations.”


The Client

Part of a global leader in technology-enabled solutions across more than 70 countries, CSC is the UK provider of consulting and IT services to some of the most prominent organisations in the country.

With 7,000 UK employees, it supports clients operating in industries as diverse as infrastructure and security, aerospace and defence, financial services, healthcare providers, and consumer-facing businesses. Put simply, CSC keeps the country ticking.

But the business was facing a marketplace with stiff competition and a customer base that was increasingly turning away from large-scale outsourcing towards innovative niche products.

 

The Challenge

Such a fundamental shift in customer buying patterns required an equally dynamic change in approach.

As a technically focused organisation CSC was struggling to fully utilise the extensive, global collateral in its worldwide arsenal, relinquishing huge value by failing to pro-actively cross-sell a broader range of services.

BiG was brought in to help deliver tangible, realistic account plans, galvanise a group of the top 120 top executives around a shared ambition, and to foster closer collaborative working across the sales and accounts teams, leveraging global capability to bring the best of CSC and its innovations to customers.

 

The Solution

Working with business leaders and drawing representatives from key stakeholder groups, BiG created a design team to develop a bespoke, one day event to drive greater collaboration between our sales and account management teams as well as those responsible for our solutions portfolio.

Over 4 weeks, BiG worked with sub-sets of the design team to produce comprehensive knowledge inputs, presentations, session assignments and logistics. They prepared a creative collaborative environment right in the centre of our UK headquarters to energise the entire organisation. The BiG team even coached presenters and ran through every transition in advance. On the day itself a five strong BiG team was on hand to make sure this high profile intervention was a complete success resulting in more than 40 new sales opportunities being identified, bringing together core solution offerings with specific target client opportunities.

Both in the UK and the Nordic region, we used our CLEAR FrameworkTM to design a solution for Sales growth:

Clarify – Key opportunities across sectors and clients needed to be understood within the sector focused teams.

Learn – Core solution capabilities identified as priorities for the organisation globally needed to be understood by sector and solution teams.

Engage – In the UK over 120 people were involved in identifying specific sales opportunities at the client level. In the Nordic region, over 60 people were involved from Denmark, Sweden, Norway and Finland and event outputs were captured real time on CSC’s collaboration tool Jive so that they could be shared with non-attendees.

Activate – Specific actions were identified at the account and sales opportunity level and captured as the base material for the next year sales budgets.

Refine – The ability to run separate sessions in the UK and the Nordic region enabled refinement of the approach so that Nordic specifics could be responded to accordingly.

 

The Results

  • 120 senior stakeholders fully engaged with and motivated by new solution offerings.
  • Design and delivery in 4 weeks.
  • A complete set of account plans with 50% ambition uplift for FY2013.
  • A comprehensive contact network established across the organisation.
  • Strong collaborative working patterns that inspire renewed confidence across the sales and solution communities.

 

“It was a rip roaring success… from the first planning meetings through the event itself to the follow up and delivery of outputs, Joe, Paul and the team were fantastic. “

 

 

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