Strategic Formulation & Growth Readiness
Enterprise Software Manufacturer: Financial Services
This business invented an integrated solution that provides significant productivity and customer service advantages to financial services in the wealth management and investment spaces. The architecture was conceived in the late 1990’s and rolled out to a national network of tens of thousands of users in less than five years. Walmsley and Co. roles:
- Strategic adviser to the CEO
- Introduced strategic selling approaches and tools
- Identified and accelerated the closing of new business in 100 days representing 30% of their top line
- Designed and implemented a software development team structure that shorted productivity ramp time of new hires and significantly reduced coding errors
- Undertook an end-to-end review of “Delivering Quality Product” by engaging all staff to identify how to the business can be more effective and efficient. RPM’s clients saw significant reductions in software and operations, committing to new work and extending raving recommendations. RPM experienced more sales success, and increased productivity of the developer teams. Non-productive hires were weeded out quickly, and the right people are retained and shortened their tine-to productivity
- Implemented an annual planning process engaging all staff and professionals creating buy-in and commitment
Professional Services: Risk Management Leader:
Delivered workshops and coaching to most senior consultants in:
- Client Management and Expansion
- Sales and New Business Development Disciplines
- The Art of Consulting
- Increasing Personal Leadership
- Increasing Influence and Impact
Designed and delivered workshop series to accelerate development of high potential consultants into senior consultants and rainmakers:
- Becoming a Consultant
- Building Consulting Essentials
Global Investment Management Leader a global leader in manufacturing and distribution of sophisticated investment strategies to retail and institutional investors.
Walmsley and Co. applied:
CEO Coaching: Guided self assessment
- Guided interviews with key superiors, peers and subordinates
- Leadership Effectiveness profile: assessing effectiveness based on the Four Leadership Essentials
- Documented feedback and action plan
- Coached to goals
- Emphasis on implementing systems to enhance accountability, and execution disciplines
- Tailored to cross‐functional executive teams
Sales and service professionals:
- Applied Producing Leader Profile; self assessment and guided coaching
- Sales coaching: increased acquisition of new clients, emphasis on consultative approach
- Client relationship building and expansion
National Insurance and Financial Services Business
Walmsley and Co. Roles:
- Strategic Adviser to CEO and top executives
- Strategy Management: introduce financial planning disciplines to increase client satisfaction and breadth of products utilized
- Sales Force Design and Implementation
- Recruitment of Vice Presidents of Sales for nine regions across US
- Recruitment Design for US Sales force
National Leader in Trust and Banking:
- Strategy Management: to revitalize a proud culture and rapidly gain results momentum
- Built a national leadership team of 180 in 45 days
- Rapid deployment of strategy and training to thousands of professionals and staff in 90 days
- Adviser to multi-functional executive and helped define a new customer and sales strategy resulting in rapidly turning around corporate and staff performance
- Rapid increase in results made them an attractive acquisition target at premium price levels
Professional Services: Global Consulting Firm:
- Led the development of a client focused initiative
- Targeted to leverage the key relationships of the senior rainmakers, and to leverage their successes into a more discipline relationship expansion and sales culture
- Coached the top producers and led peer-to-peer workshops based on their real cases
- Build training and coaching approaches to define role-appropriate client disciplines to all consulting professionals, specialists and support teams
- Build a team of internal “Champions” to lead delivery of the content and coach on an ongoing based. Provided champions with content, coaching process and change management so they could support and sustain adoption
International Environmental Policy and Action Group we delivered:
- Workshops and coaching
- Focused on client engagement
- Increasing effective stakeholder management
