Project Stories


We help our clients build simple, effective strategies that work. And then we help them implement. And get enhanced results. And we have fifteen years of experience in solving sales problems of many different kinds, across an array of industries.

Examples of cases that we have worked on

Financial services organisation with a national footprint

The client, a mid-sized financial services organisation, was struggling to get market penetration with a new product. They had tried the usual stuff. Using our GroupMind process, we co-created a solution which enabled them to go from a strike rate (close rate) of below 14% to one above 35%.

It jumpstarted a whole host of other desired changes and made them lots of money. And we had huge fun helping them.

An investMENT multi-manager with assets of R140bn

We were engaged by the MD, who was struggling with two different problems – the first was how to keep a fractious management team of financial geniuses together long enough to make a difference, and the second was how to get the parent company to back off and give them enough space to deploy their genius. We provided an executive coaching service to the MD to enable him to orchestrate the game, and we facilitated sessions with the skittish management team to find the best way for them to work together. The result was them achieving a 57% increase in assets under management six months earlier than expected.

A telecoms-IT company consulting to a parastatal

The client, a telecoms-IT consulting firm, was struggling to manage the political landscape inside their largely-government-owned client.

We introduced wise ways of mapping the political landscape, designed and modelled client-engagement processes at every level, helped to envision and design a workplace transformation process, served on their management team, designed executive team engagement processes, provided the core ideas underlying their performance management process and worked on the team that brought it to fruition, developed processes for better delivering professional services on their client site, and designed a complex sales process for the software suite they are currently building.

Sales engine for a privately-owned hotel group

The client needed to know, first, what the state of their sales engine was – and then needed us to provide remedies. We did a top-to-bottom sales audit which we presented in a 50 page report. Our client’s Exco accepted the report in full, and accepted our recommendations regarding the remedy.

So the project became one of building the sales engine they wanted, including hiring a general sales manager, instituting governance systems, designing and embedding both opportunity management and account management systems, designing and implementing an incentive system for their account managers and the architecting and building of two Web-based software systems – one to manage opportunities and the second for the management of their key accounts.

 Distribution arm of one of the four big retail banks

The client desperately needed to have their managers become real relationship managers. When we encountered them, they were half-man, half-desk. They were client-facing but desk-bound, and hardly customer-focused.

Our six-month process tapped into what they and their managers already knew about their situation and had their CEO say of our engagement with them, “This is the best money I have ever spent!”

 The Leadership program for a major bank

Our brief was to build a leadership journey at three levels (NQF 5, 6 and 7) in the bank on the foundation of the bank’s stated values.

We managed the development project, create the program architecture, sourced suppliers, negotiated agreements with them, managed the budget and delivered an experiential leadership program of which the head of the bank’s learning department said: “If this was the only program we delivered in the bank this year, it would be beyond enough …”

Current hot projects

Hotel sales engine We are just finishing up with the development and implementation of a complete sales engine at one of Cape Town’s most prestigious private hotel groups.
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Driving local accountability  We are right in the middle of an exciting project to help an Africa-wide energy company execute on its ambitious growth goals by establishing a culture of accountability.
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Johannesburg & Cape Town
South Africa +27.82.902.7368