{"id":14,"date":"2009-06-08T20:16:21","date_gmt":"2009-06-08T20:16:21","guid":{"rendered":"http:\/\/fwconsulting.com\/wordpress\/?page_id=14"},"modified":"2009-07-31T21:10:21","modified_gmt":"2009-08-01T02:10:21","slug":"changing-corporate-culture","status":"publish","type":"page","link":"https:\/\/fwconsulting.com\/wordpress\/consulting\/case-studies\/changing-corporate-culture\/","title":{"rendered":"Changing Corporate Culture"},"content":{"rendered":"

\"iStock_000002894402XSmall\"A client in the financial services industry had a problem-\u2013the strategy that management had developed required their employees to be sales-minded and to refer their friends and family to the institution as customers.\u00a0 These were very new behaviours for staff that had grown up in a conservative, traditional environment.\u00a0\u00a0Prior to this point,\u00a0employees had been very much in the mode of sitting back and\u00a0ignoring the efforts of management to make a difference to the bottom line.<\/span><\/p>\n

Framework Consulting built an intervention around our Breakthrough Essentials programme. We gave employees the opportunity to see where their attitudes did not support their commitment to do a good job. The three-day programme involved working with employees in groups of 16, and it required an unprecedented level of sharing and truth-telling.<\/span><\/p>\n

The programme ignited a firestorm of enthusiasm, in which employees launched a weekend sales drive to visit local neighbourhoods, and share the company’s products and services by walking from one house to the next.
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They quickly discovered that their enthusiasm needed to be supplemented by specific product training, as their customers asked\u00a0 them more detailed questions than they had answers to.\u00a0 They met with the CEO and asked for both product training and sales training, and they\u00a0agreed that the training could be conducted on their own time.<\/p>\n

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Consultant’s Notes:<\/em><\/strong><\/p>\n

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To learn more about the programme that produced these results, simply fill out the form below and hit the Submit button. You’ll receive a verification email that includes a confirmation link that must be clicked. The paper will arrive by email within minutes.<\/p>\n