Case Study:

Strengthening Risk Consultants’ Client Relationships and Sales Strategy

Our Client

A global leader in risk consulting and management.

Their challenge

To strengthen their consultants’ ability to manage client relationships effectively and confidently sell products and services.

Why they engaged us

Our proven track record in helping consultants integrate client relationship building and sales activity as essential aspects of their role.

Our Solution

We collaborated with key stakeholders and conducted interviews with selected consultants to uncover knowledge and skills gaps.

We highlighted four key focus areas:

Clarifying stakeholder and client relationship management responsibilities
Defining the sales strategy and identifying work sources
Building confidence and motivation to engage in sales activities
Developing the knowledge and skills required to address selling challenges

Confident Client-Centred Consulting programme

We designed a programme focused on enhancing skills and building confidence to engage with clients and identify selling opportunities, that included:

Activities and models to broaden perspectives and foster a client-centred selling mindset
A customised case study and role-play exercises that mirrored real-life client selling opportunities
Interactive discussions to align teams on how to apply the frameworks and skills in their daily roles

To support learning retention, participants accessed our SMART Action Planning guides to develop personal action plans.

Evaluating outcomes

We assessed the programme’s impact and ROI through:

Immediate feedback – measuring participant satisfaction, content relevance, and engagement
Long-term impact assessment – evaluating the programme’s effectiveness over time

Our Impact

All client-facing consultants attended the workshop, achieving the following outcomes:

A clearer understanding of their sales responsibilities
Enhanced ability to identify and follow through on sales opportunities
Increased confidence and capability to transition client conversations towards effective sales discussions

Delivering results and sustainable change

Senior leaders observed a noticeable shift in team behaviours, particularly an increased willingness to engage in sales activities and client discussions.