Case Studies
Negotiation Excellence
Price Increases
Aptem is a technology company selling systems to providers offering apprenticeship scheme training. They needed to increase their prices to cover rising costs and wanted to try and encourage customers to sign up for a new improved artificial intelligence system.
Their challenges were the long standing relationships that were at risk and providers who are funded by government sources and therefore who have limited budgets. The team was fearful, nervous and uncertain about how they were going to be able to manage the conversations.
They did a lot of preparation and planning so that the data and proposals were planned and we spent a day together preparing the team and practicing their conversations.
As a result of the support and practice facilitated by Foxleigh, the price increase progressed smoothly, even a few of the team who were skeptical at first, were pleasantly surprised by the positive outcomes.
The team communicated with confidence, based on the conversation guidance supported by Foxleigh to explain the price increase and to work through the implementation.
The majority of customers accepted the new terms without conflict and the few who resisted accepted without significant problems.
Meetings Excellence
Partnership Building
Coca-Cola work closely with McDonald's around the world as their global beverage partner. There is an excellent long standing relationship at the global level between the organisations.
At local market levels around the world there can be challenges in optimising results from the partnerships due to the complexity of local execution, business pressures, demands on time and relationship challenges.
Foxleigh have worked for a number of years with Coca-Cola supporting teams to strengthen and optimise results from partnerships in key markets around the world.
We have worked to support relationship building, trust building, sharing business challenges and the creation and execution of projects designed to deliver enhanced results for both McDonald's and Coca-Cola.
Our programme is bespoke to each market, we connect with key individuals and support them day by day to plan for meetings, facilitate workshops and support the development of ideas. Foxleigh works as a neutral part of the relationship between the two businesses facilitating them to unlock more opportunities through excellence in partnership execution.
The programmes have been highly successful with Foxleigh engaged for 3 years and asked to deliver sessions and events at conferences to build confidence and capability in partnership skills such as listening, building proposals and creating shared strategic plans across the division as a whole.
Teams Excellence
Culture of Performance
Merz Pharmaceuticals Regional and International Markets works with a network of distributors around the world.
They are challenged to build partnerships with a vast number of distribution partners and with a large portfolio of products. They also need to manage a complex web of internal relationships.
They are broken into regional teams and with support from functional teams such as marketing, finance and market access all creating a very complex team environment.
Foxleigh has been working with the Regional and International Markets team for 4 years on a variety of projects and programmes to support the capability and confidence of the team.
During that time we have supported the group to implement price increases, deliver better more effective meetings, set clearer objectives, work more closely together, build trust, focus on values and provide feedback.
The business unit has been recognised by the organisation for delivering outstanding performance. As a result of the work with Foxleigh, Foxleigh has been invited to work with other teams and departments in Merz Therapeutics including HR and the Nordics division, plus was invited to work with the Merz Aesthetics team at an event in Miami.
