Foxleigh Meeting Performance

Delight customers, both external and internal, with excellence in meetings that provides memorable and impactful experiences. Our clients learn to build trust and establish strong commercial partnerships through using our 8 behaviours of meetings excellence together with our preparation tools. Their meetings are influential, action orientated and customer focussed and our practical sessions enable them to build confidence with even difficult customers.

CASE STUDY

I was referred to a client who was struggling to create a strong strategic partnership with their largest global customer. The client operates within the FMCG sector and sells beverages to supermarkets, bars, restaurants, hotels and other channels.

They have an internal planning process that they use to build joint strategic plans with their customers and create shared value and growth.

The challenge was that they had experienced some setbacks and challenges with their largest partner and were struggling to rebuild trust and partnership, especially in certain markets.

They needed help to coach their teams through the communication, engagement and planning development with this customer in a variety of markets around the world. They were using their internally developed tools and processes, but the teams needed direct advice and help on what and how to communicate and how to build trust with customers who were challenging and difficult.

I spent time learning about the process and tools so that I could work seamlessly with their internal groups.

I then spent 9 months working with each market at a local and international level to work through the stages in plan development. I offered advice and support, attended meetings with the customer and facilitated brainstorming events in order to develop shared strategies between the customer and supplier.

I challenged the traditional approaches and thinking, driving my client to more deeply understand their customer, to connect with influencers at a personal level and to build action plans to continue their momentum.

Our goal was to find exciting strategic partnership opportunities that deliver over 2-3 years and shift away from obsession over short-term tactical activities.

Since working with the team the relationships between the markets and customers have improved significantly. There is a deeper understanding and the strategic projects that have been developed are exciting for both businesses at a time when the global market is under significant pressure.

I have been asked to work with additional markets next year and to work with additional customers in order to implement the same level of excellence and problem-solving elsewhere with strategically essential customers.

Foxleigh Commercial Performance offers three areas of focus