Company:

HP/Compaq – IT solution provider

Who:

Senior level sales, account managers and project managers

Time period:

4 day courses – running 4 years, ongoing

Summary:

The change in the marketplace required HP/Compaq to move from ‘selling product’ to a customer focused solution provider. Teleios Consulting leads a worldwide programme to develop the HP/Compaq’s consultative and project management capabilities. This work, which has been retained through the current merger, is increasing customer satisfaction and improving sales.

Known client benefits:

• The lessons learnt on the course changed the behaviour of the sales consultants resulting in an immediate improvement in their sales performance.

• The courses gave a robust process for handling large programmes. This gave greater clarity in setting expectations and goals is helping to reduce project scope creep and cost.