JUMS2 Case Study 2

The client

A major UK based manufacturing company whose materials technology is marketed across several different global sectors.

Their challenge

To rapidly bring sales, research, product and marketing professionals from different locations around the world into a common understanding of marketing strategy and planning, including methods of analysis, pricing and service delivery.

The solution

At the initial briefing meeting, it was clear that there was no ‘common language’ of sales and marketing processes. Consequently misunderstandings arose of what each of the functional groups, from manufacturing, R&D and customer service were trying to achieve, and problems occurred in communicating progress on global projects. Working with the client, MBC proposed a 3 day training programme which involved lectures, tutorials and workshops on the key aspects of marketing and sales strategy through to post-sale delivery. Customer specific examples were used throughout so that the delegates were able to immediately recognise significant global and regional customers and identify the interdependency of each of the functional units. The result was the creation of a common understanding of objectives, terms, processes and appreciation of individuals specific role in the cohesive working of the whole orgnaisation.