European Case Study 2: International Business Consultancy

The client is a U.S. owned business consultancy with offices across Europe. A newly appointed consultant receives comprehensive induction training and then over a two to three year period attends a series of programmes which form part of the "learning ladder".

We work with this client on a European basis and have delivered workshops in the UK, France and Germany. We have worked with this client in designing programmes in the learning ladder and have facilitated a number of workshops including:

• Consulting Skills
• Selling Consultancy Services
• Strategic Account Management

The sequencing of the programmes mirrors the development of the changes in role as the individual progresses from consultant, to senior consultant, to manager.

Pre-program and self-learning materials are sent to participants by e-mail. For some workshops we have dispensed with paper based materials. In their business especially time is money, so workshop events are short, sharp and totally focused on adding value direct to the business.

As their training partner it is obviously important for us to keep up to speed on the developments in their business. We therefore attend quarterly review meetings so that we receive the same level of briefing as internal staff. Also, it helps us to integrate and become a part of the client's team.