Public sector

The client

Ordnance Survey (OS) has been providing accurate, reliable and detailed geographic information for more than 200 years. Today they are a dynamic, modern organisation employing over 1400 people. Whilst justifiably proud of their rich heritage, they are committed to leading the way in technological innovation.

As the recognised market leader in their field, OS is synonymous with mapping expertise, offering a wide range of internationally renowned products for both business and leisure – from complex digital information to traditional walking maps.

Background

The operating context for OS has changed beyond recognition over the last 20 years. OS effectively had a monopoly in their markets, but as other companies’ ability to obtain the information they sold increased, so too did commercial competition. They realised that to move forward successfully a new operating paradigm was required.  The culture and the vision would need to change to being much more commercial.

The challenge

The Odyssey Group was asked to work with the OS Sales teams to produce a high impact sales programme for key personnel.  The head of the Partner Alliance Programme recognised that the team were operating as managers of customer accounts, not sales people; reacting to requests for data rather than proactively building relationships and seeking out new clients. Individuals needed to be re-skilled to allow them to work effectively within the new commercial operating environment.

The solution

A comprehensive research project based around personal interviews was conducted to ascertain skills levels and identify gaps.  An initial report was presented to the client, leading to the development of a strategy for the programme. This resulted in the creation of a 10-day high impact commercial sales training programme delivered over 6 months including coaching and online support between modules.

Results

• Dramatic upturn in revenue – OS cannot compete on licensing or pricing variables.  The upturn is being driven by how people are behaving and communicating when interacting with clients.
• Everyone in the team has raised the bar in terms of behaviour, business and financial acumen resulting in a team of high performers committed to realising commercial benefit for the organisation.
• The Odyssey Group was requested to roll out the programme to a further 52 account managers after news of the success of the team spread throughout the organisation.  We continue to help the organisation transform its ability to operate in the new business economy.