Client Success Stories

Client Challenge

The organization being a service organization faced the challenge of providing excellent customer experience. Their frontline was required to be taken through the nuances of customer centricity as they lacked the basic concepts of customer centricity and lacked appropriate telephone handling skills, customer management & handling skills, complaint management, negotiation skills, etc. The senior management mandated GrowthSqapes to take them through a learning intervention to remedy this and to develop and nurture their team members.

Growthsqapes' Approach

A customized approach was taken that included:

• Identification of skill gaps through prework.
• Creation of customized workshop content.
• 2-day experiential learning workshop with practice sessions.
• Assessments were done to measure progress.

Client Challenge

A leading airline in India had entered the cargo business by floating a start-up. The sales leaders of the start-up needed to work along with the leaders of the parent organization. The Strategic Leadership Team faced the challenge of being unable to overcome some hurdles in integrating the two teams and creating a productive synergy. This was owing to the recruitment of several new recruits in the start-up from diverse industries and the legacy behaviour of the existing team in the parent. The brand and their subsequent business success was getting threatened.

Growthsqapes' Approach

Creation of a customized solution in which :

• Assessments were done to gauge the gaps in skills and mindset.
• Diagnostics were conducted to underline the current state and desired state.
• All participants were put through an experiential workshop
• Sustenance mechanism put in place to ensure retention and application of learning in the field.

Client Challenge

A Japanese MNC in India in the space of manufacturing of medical devices and blood bags was acquired by a US based MNC some time back. While the acquisition in books happened seamlessly, there emerged challenges due to differences in organization culture and practices and values adherence between the merging companies. Consequently, productivity took a beating. Hence the organization embarked upon a learning journey to integrate several practices among various teams with the acquiring organization.

Growthsqapes' Approach

Creation of a customized solution in which :

• Assessments were done to gauge the gaps in competencies.
• Diagnostics were conducted to underline the current state and desired state.
• The identified participants were put through a modular learning journey.
• Sustenance mechanism put in place to ensure retention and application of learning in the field.
• Coaching was done to hand hold the participant

Client Challenge

A leading garment export house based out Gurgaon, had grown big in terms of people and turnover over the last 7-8 years of its operation. However, in its race of chasing growth many crucial components of the organization’s design & structure got overlooked. On realization, the organization wanted to go for an enterprisewide planned change & renewal process. The fact that the organization was about to create a new organization design & structure generated fear and apprehensions in people across leading to rumor mills affecting morale.

Growthsqapes' Approach

Growthsqapes undertook this consulting exercise and delivered the following

• New organization design and structure
• Role and compensation design
• Performance management process and role wise metrics
• C&B benchmarking
• New HR process manual
• HR policy and framework
• Management event to roll out the same and mitigate the fears

Client Challenge

A Danish MNC in the pharma sector with a global presence contacted Growthsqapes to conduct a bespoke Sales Training Program for their salespeople. The intent was to equip the salespeople with the right set of consultative selling skills and negotiation skills. The company needed a solution that was absolutely specific to its business model, product range, brand identity and clients. The target group for the initiative ranged from the Sales Executives to the Sales Managers and Account Managers.

Growthsqapes' Approach

Creation of a bespoke solution in which:

• Skills gaps were identified through assessments.
• A list of skills to be developed was created.
• A customized content specific to the Indian market and aimed at developing pertinent skills was created for roll out via a workshop.
• 2 sales capability development workshops were conducted to bridge the gaps in selling and account management skills.

Client Challenge

The global leader of Poultry breeding in India needed help with developing the competencies of the sales team. The mandate was to grow aggressively in a market which is dominated by a competitor with 75% market share. The challenge was to change the mindset of the customers, to build trust and confidence in the client’s products and solutions and to collaborate with the clients to prepare and implement customized Sales Training Program solutions for each client.

Growthsqapes' Approach

Starting with a series of interviews, study of sales data and job shadowing in the market, a diagnosis was done to identify the gap areas in skills and competencies. A long-term development journey with quarterly workshops and fortnightly connect sessions were held to develop the team, bit by bit. Individual action plans were prepared jointly which are monitored and participants coached on their performance. Role plays and simulated conversations were analyzed and feedback was shared with the participants on a regular basis. Challenges and successes in the market was discussed within the team for peer-to-peer learning

Client Challenge

The largest manufacturer of blood bags in India was facing a challenge in getting the desired level of productivity from its salesforce due to inadequacies in some competencies. The organization realized that while its products were superior, the sales team members were unable to position the brand well. Hence the organization wanted to enhance the executive presence, develop the communication and selling skills of its sales and business development team members to improve their client connect and productivity.

Growthsqapes' Approach

Creation of a customized Sales Training Program solution in which :

• Diagnostics were conducted to underline the current state and desired state.
• All participants were put through a modular learning journey.
• Pre, mid and final assessments were done throughout the journey.
• A coaching mechanism was put in place to ensure retention and application of learning in the field.
• Certification was awarded.

Client Challenge

One of the top VC funded start-ups, which was a tech- platform based marketplace for buying and selling services and goods was undergoing a restructuring initiative whereby a team of key account managers and channel managers was being created. This was being done to create multiple touch points at the customer and deepen existing relationships.. However, as the role holders were new to the role, to ensure the desired level of productivity the organization wanted the new role holders to undergo a skill development journey .

Growthsqapes' Approach

A bespoke skill development journey was created in which :

• Diagnosis was done to understand the ground level challenges
• A process was created to manage key accounts and channels
• Case study and role-based workshop was conducted
• A sustenance mechanism put in place to ensure retention and application of learning in the field

Client Challenge

Over the years, due to both inorganic and organic growth, the organization had grown big. Consequently, there were many people who got promoted and management layers got created. The organization started getting complains about some undesirable ways in which the managers treated the team members. The managers had to be groomed to become more humane, to do their role effectively. Growthsqapes was mandated to partner with them for this initiative whereby the leaders would be imparted leadership, coaching and feedback skills.

Growthsqapes' Approach

A customized approach was taken that included:

• Identification of competencies and behavior indicators through prework.
• A profiling tool to measure the Emotional Intelligence.
• Creation of customized workshop content.
• 2-day experiential learning workshop with practice sessions.
• Assessments were done to measure progress.

Client Challenge

An Indian private airline that started its operations in 2005 and is one of the largest airlines in India felt the need to encourage and develop their Pilots’ ability to be sensitive to other operational staff, so that the relationship that improves by doing this reflects in better business metrics and results of higher guest satisfaction, better service and cordial crew-climate. The airline wanted to achieve a sense of collaborative effectiveness within internal customers and enhance the aviation leaders’ (pilots’) Leadership Effectiveness by balancing ‘flying-machine’ management and people management.

Growthsqapes' Approach

• Understood the challenges faced by airline in the context of it’s flight operations by way of one-on-one interviews, focus-group discussions to map the current state in terms of knowledge, skills and behavioral exhibition required in the role of a management pilot who does both flying hours and flight operations management.
• Collected primary and secondary data for the purposes of customizing GrowthSqapes’ industry validated know-how to the learning objectives and scenarios of the airline to be used in customized intervention.
• Designed and facilitated a laboratory on ‘Achieving Collaborative Effectiveness through Compassionate Leadership’.

Client Challenge

The largest sugar manufacturing company in India and pioneers in the related downstream products, had the problem of accumulation of knowledge and expertise in few heads and hands creating a potential talent-vacuum on their retirement. Thus, the company wanted to identify the future high-potential managerial talent and enhance their effectiveness in a way that also builds culture of knowledge-transfer. The challenge was that the largely these were technical experts with little of no formal training on people management and developing people down the line. Also, knowledge-management had to be institutionalized.

Growthsqapes' Approach

• An OD approach of ‘planned-change’ was recommended and contracted with the client as over the initial look-out of client for a standard training program
• A comprehensive diagnosis of process, people and current perceptions was done at four plants, dialoging across representatives from top and middle level executives to understand the current state in terms of knowledge, skills and behavioral exhibition required in the role of an HOD.
• The Action-Diagnosis method of immersing with the respondent in the pool of his ‘Daily Managerial Life’ was deployed to collect symptoms at the self-level, interpersonal level, group level and system level.
• A longitudinal intervention of Development Laboratories, personal coaching and group coaching were conducted. Business metrics were identified for Managerial effectiveness & Knowledge-transfer for succession planning.

Client Challenge

One of India’s largest drug makers could realize that the need to develop the competencies of communication, influencing and change management among its leaders to enable them to develop a deeper understanding of self and consequently influence cross-functional stake holders. The intent behind the same was to ensure that leaders are able to manage their stake holders well, develop the skills of leading change and produce a win-win outcome for all the stake holders.

Growthsqapes' Approach

GrowthSqapes took a customized approach whereby :

• Prework was done to understand the ground level challenges
• Assessment was done to measure the current level of competency
• Workhops were conducted to impact the necessary skills
• A learning sustenance mechanism was instituted to ensure retention and
• application of learning in the field
• A mechanism of assessment and certification was created