Upload
juanjoroca
View
246
Download
2
Tags:
Embed Size (px)
Citation preview
Translating Business Needs Into People Performance
Enter
Table of Content
Overview
Differentiators
Workshops, Consulting Process & Surveys
Sources
Language Availability
Actual Consultant-Based Case Studies
2Copyright © 2001, 2008, 2011. Persona GLOBAL, Inc. All Rights Reserved.NextPrevious
Overview
Persona GLOBAL® was founded in 1980.
Presence in 71 countries, up to 36 languages, 1,350+ partners and associates worldwide
Assessment focused for measurable ROI
Persona GLOBAL® offices:
San Francisco (HQ) | Aarhus | Bucharest | Gerchsheim | Helsinki | Istanbul
Madrid | Paris | Lima | Riga | Sao Paulo | Singapore | Tallinn | Tampa
Tangier | Warsaw
Comprehensive range of customizable Performance and Business improvement methodologies and metrics.
3Copyright © 2001, 2008, 2011. Persona GLOBAL, Inc. All Rights Reserved.NextPrevious
You can find Persona GLOBAL Partners in...
4Copyright © 2001, 2008, 2011. Persona GLOBAL, Inc. All Rights Reserved.
ArgentinaBrazil
CanadaChile
ColombiaMexicoPeruUSA
Venezuela
Americas
AlgeriaIvory CoastCameroon
GabonMoroccoSenegal
South AfricaTunisia
Africa
IsraelKuwait
LebanonSaudi Arabia
UAE
Middle East
AustriaBelgium
Czech RepublicDenmarkEstoniaFinlandFrance
GermanyGreeceHollandHungary
ItalyLatvia
NorwayPoland
PortugalRomania
SerbiaSlovakia
SpainSwitzerland
UKUkraine
Europe
RussiaTurkey
Eurasia
ChinaIndia
IndonesiaJapanKorea
SingaporeTaiwan
Thailand
Asia
AustraliaNew Zealand
Oceania
NextPrevious
Where Persona GLOBAL Focuses...
• Publishes and distributes workshops, surveys and performance improvement processes.
• Trains and certifies trainers/consultants in performance improvement processes.
• Leverages and connects our global licensing network.• Provides access to experts in specific fields for
consulting assignments.• Manages benchmarking databases of best practices• Organizes international conferences, forums and
events, communication and broadcast channels within our social media network.
Copyright © 2001, 2008, 2011. Persona GLOBAL, Inc. All Rights Reserved. 5NextPrevious
“To be responsive to our partners and clients’ needs.”
“To provide world-class solutions for aligning business strategy and corporate culture.”
“To help our clients achieve superior performance and financial results.”
“To offer training programs that allow our clients’ employees to realize their full potential.”
“To be a good international corporate citizen.”
Copyright © 2001, 2008, 2011. Persona GLOBAL, Inc. All Rights Reserved.
Persona GLOBAL® Brand Promise
6NextPrevious
• Research-based
• Processes are behavioral and skill-based
• All processes have benchmarking instrumentation to
provide developmental feedback
• Focus on measurable results
• Culturally adapted
• Pre-intervention surveys: Prescriptive/ Repeatable
• Post-intervention reinforcement tools
Copyright © 2001, 2008, 2011. Persona GLOBAL, Inc. All Rights Reserved.
Foundation of Persona GLOBAL’s Program
7NextPrevious
Where Have Persona Tools Been Applied?
• Mergers and acquisitions
• Joint ventures
• Reorganization / reengineering
• Enterprise transformations
• New system application
• Quality improvement
• Benchmarking and alignment
Copyright © 2001, 2008, 2011. Persona GLOBAL, Inc. All Rights Reserved. 8NextPrevious
Differentiators
Operational
Pragmatic
Measurable
ROI focused
Certified by ISPI
9Copyright © 2001, 2008, 2011. Persona GLOBAL, Inc. All Rights Reserved.
Beyond Awareness or Education
NextPrevious
24/7 Online Assessment Center
• Web-based system accessible 24/7
• Carries partners company’s name & logo - It’s your
site!
• Instant report generation - Just in time!
• Online Administration - Easy and puts you in control!
• Multiple language availability
• No maintenance; instant upgrades
• No compatibility problems with the Internet
Copyright © 2001, 2008, 2011. Persona GLOBAL, Inc. All Rights Reserved. 10NextPrevious
Click on a methodologies and Tools to view it’s language availabilityLanguage Availability
Organizational Agility Survey™
Organizational Alignment Survey™
Customer Value Survey™
Execution Metric
Management Action Profile
Sales Competency Assessment™
Talent Management Process
Performance Leadership Profile
The Persuasive Communicator™
The Persuasive Salesperson
Mentoring & Coaching
Selling to Key Accounts
Team Building
Transition to Management
Leadership Equity Assessment™
Project Management 360°
Professional Manager
Leadership
Performance System Profile
Organizational Savvy
Selling Your Technological Solutions
One-to-One Selling
Emotional Capability Profile
M@GIC
Innovative Decision Making
Performance Leadership Profile
PRIDE
Managing First Class Service
Managing Performance
Partnering
Cooperation & Beyond
Customer Experience Management+™
Organizational Savvy
Organizational Surveys & Coaching Tools
Persuasive Communication Series
Developing People & Performance Series
Management & Leadership Series
Strategic Approaches Series
PDF Version
X
Previous
Return to Selection Page
Language Availability
Organizational Agility Survey™
Organizational Surveys & Coaching Tools
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X X X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
X X X
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
X X X X
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X X X
X
Language Availability
Organizational Alignment Survey™
Organizational Surveys & Coaching Tools
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X X X X X X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
X X X X
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
X X X X X X X
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X X X X X X
Return to Selection Page
X
Language Availability
Customer Value Survey™
Organizational Surveys & Coaching Tools
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
X
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
X X
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X X X
Return to Selection Page
X
Language Availability
Execution Metrics™
Organizational Surveys & Coaching Tools
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
X
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X X
Return to Selection Page
X
Language Availability
Management Action Profile™
Organizational Surveys & Coaching Tools
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X X X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
X X X X
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
X X X X
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X X X X X
Return to Selection Page
X
Language Availability
Sales Competency Assessment™
Organizational Surveys & Coaching Tools
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X X X X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
X X X X X X
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
X X X X
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X X X X
Return to Selection Page
X
Language Availability
Talent Management Process™
Organizational Surveys & Coaching Tools
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
X
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X X X X X
Return to Selection Page
X
Language Availability
Performance Leadership Profile™
Organizational Surveys & Coaching Tools
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
X
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X X X
Return to Selection Page
X
Language Availability
Leadership Equity Assessment™
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X X X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
X X X
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
X
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X
Management & Leadership Series
Return to Selection Page
X
Language Availability
Project Management 360°
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
X X
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
X
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
Management & Leadership Series
Return to Selection Page
X
Language Availability
Professional Manager
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X X X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
X X
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
X
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X X
Management & Leadership Series
Return to Selection Page
X
Language Availability
Leadership
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X X X X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
X X X X
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
X X X
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X X X
Management & Leadership Series
Return to Selection Page
X
Language Availability
Performance System Profile
Management & Leadership Series
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
X
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X X X
Return to Selection Page
X
Language Availability
Organizational Savvy
Management & Leadership Series
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X X X X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
X X
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
Return to Selection Page
X
Language Availability
The Persuasive Communicator™
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X X X X X X X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
X X X X X X X X X
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
X X X X X X
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X X X X X X X
Persuasive Communication Series
Return to Selection Page
X
Language Availability
The Persuasive Salesperson
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
X
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X
Persuasive Communication Series
Return to Selection Page
X
Language Availability
Mentoring and Coaching
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
X
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
X
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X X
Persuasive Communication Series
Return to Selection Page
X
Language Availability
Selling to Key Accounts
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X
Persuasive Communication Series
Return to Selection Page
X
Language Availability
Team Building
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X
Persuasive Communication Series
Return to Selection Page
X
Language Availability
Transition to Management
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X
Persuasive Communication Series
Return to Selection Page
X
Language Availability
Selling Your Technological Solutions
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X
Persuasive Communication Series
Return to Selection Page
X
Language Availability
One-to-One Selling
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X
Persuasive Communication Series
Return to Selection Page
X
Language Availability
Emotional Capability Profile
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X X X X X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
X X
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
X
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X
Developing People & Performance Series
Return to Selection Page
X
Language Availability
M@GIC
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X
Developing People & Performance Series
Return to Selection Page
X
Language Availability
Innovative Decision Making
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
X X
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
X X X
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X X X
Developing People & Performance Series
Return to Selection Page
X
Language Availability
Performance Leadership profile
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
X
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X X X
Developing People & Performance Series
Return to Selection Page
X
Language Availability
PRIDE
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
X X
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
X
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X X
Developing People & Performance Series
Return to Selection Page
X
Language Availability
Managing First Class Service
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
X X
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
X X
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X
Developing People & Performance Series
Return to Selection Page
X
Language Availability
Managing Performance
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
X X X
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
X X
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X X
Developing People & Performance Series
Return to Selection Page
X
Language Availability
Partnering
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
X X
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
X X X
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X X
Strategic Approaches Series
Return to Selection Page
X
Language Availability
Cooperation & Beyond
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X X X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
X X X
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
X
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
X
Strategic Approaches Series
Return to Selection Page
X
Language Availability
Customer Experience Management+™
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
X
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
X
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
Strategic Approaches Series
Return to Selection Page
X
Language Availability
Organizational Savvy
Strategic Approaches Series
Arabic ChineseChinese (Simplified) Czech Danish Dutch English
English(British) Estonian
X X X X
Finnish Flemish French GermanSwiss-
German Greek Hebrew Hungarian Indonesian
X X
Italian Japanese Korean Latvian Lithuanian Norwegian Malay Polish Portuguese
Romanian Russian Serbian Slovak Spanish
Spanish (Latin
American) Swedish Thai Turkish
Return to Selection Page
X
Focused in 6 Areas:
Workshops, Surveys, Coaching Tools, Consulting Methodologies
45Copyright © 2001, 2008, 2011. Persona GLOBAL, Inc. All Rights Reserved.
Organizational Surveys & Coaching Tools
Persuasive Communication Series
Developing People & Performance Series
Management & Leadership Series
Strategic Approaches Series
NextPrevious
Organizational Surveys• Customer Value Surveys™• Execution Metrics• Organizational Agility Survey™• Organizational Alignment Survey™Competency Surveys™• Management Action Profile™• Performance Leadership Profile• Sales Competency Assessment ™• Talent Management Process
Copyright © 2001, 2008, 2011. Persona GLOBAL, Inc. All Rights Reserved. 46
Methodologies and ToolsOrganizational Surveys & Coaching Tools
• Mentoring and Coaching• One-to-One Selling• The Persuasive Communicator™• The Persuasive Salesperson• Selling to Key Accounts• Selling Your Technological Solutions• Team Building• Transition to Management
Persuasive Communication Series
• Emotional Capability Profile• Innovative Decision Making• M@GIC• Managing First Class Service• Managing Performance• Performance Leadership Profile• PRIDE
Developing People & Performance Series
• Leadership• Leadership Equity Assessment™• Managing Performance • Organizational Savvy• Professional Manager• Project Management 360°
Management & Leadership Series
• Cooperation & Beyond• Customer Experience Management+™• Organizational Savvy• Partnering
Strategic Approaches Series
Organizational Surveys & Coaching Tools
Persuasive Communication Series
Developing People & Performance Series
Management & Leadership Series
Strategic Approaches Series
NextPrevious
What we MEASURE
Copyright © 2001, 2008, 2011. Persona GLOBAL, Inc. All Rights Reserved. 47
Behavioral Change
Customer Experience
Emotional Capability at Work
Leadership Competencies
Management Competencies
Organizational Alignment
Organizational Political Savvy
Sales Competencies
NextPrevious
Copyright © 2001, 2008, 2011. Persona GLOBAL, Inc. All Rights Reserved. 48
• PRODUCTIVITY• TALENT RETENTION• PROFITABILITY• CUSTOMER LOYALTY
Focus on Improving BUSINESS RESULTS
Persona GLOBAL
SOLUTIONS...has the
NextPrevious
Personal & Professional
Development
Persona GLOBAL’s Solution For:
Copyright © 2001, 2008, 2011. Persona GLOBAL, Inc. All Rights Reserved. 49
Sales Competency Assessment
Leadership
Management Action Profile™
Professional Manager
Team Work & Unity
M@GIC
Cooperation & Beyond
Partnering
PRIDE
Productivity & Employee
Development
Organizational Savvy
Emotional Capability
Talent Management
Mentoring & Coaching
Profitability & Change
Management
Execution Metrics
Organizational Agility™
Productivity Retention, Employee
Satisfaction, Advocacy,
Profitability
Organizational Alignment Survey
Leadership Equity Assessment
The Persuasive Communicator™
Productivity
Customer Experience Management+™
The Persuasive Salesperson
Selling to Key Accounts
Customer Value Survey™
NextPrevious
1500+ GLOBAL End-User
Copyright © 2001, 2008, 2011. Persona GLOBAL, Inc. All Rights Reserved. 50NextPrevious
Actual Consultant-Based Case Studies
A survey commissioned by Shell Oil indicated that Shell exploration and production costs were 22% behind the industry leader; the same benchmark gave Shell a poor grade for contractor relations.
1. A new contractor partnership
2. Applied Persona’s Cooperation & Beyond methodology to 150 Shell
contractors and supervisors
1. 18% cost reduction from construction of wells
2. Reduction of stuck pipe incidents saves Shell £2 million annually
3. 40 additional years of operating life on key offshore drilling platforms
51Copyright © 2001, 2008, 2011. Persona GLOBAL, Inc. All Rights Reserved.
Case Study #1
Course of Action
Results
Shell Oil, U.K.
NextPrevious
Hong Kong MTRC Rail ProjectThe Power of Client Leadership (Cooperation & Beyond)
TKE Client Budget
$4.6B
Revised “dialogue”
Budget
$3.6B
Revised partnering
Budget
$3.2B
Final outturn
cost
$2.1B
1999 2000 20021997
and Four Months
Early!
52Copyright © 2001, 2008, 2011. Persona GLOBAL, Inc. All Rights Reserved.
Case Study #2
NextPrevious
Alcatel, France
Alcatel, the French telecommunications multinational needed to strengthen its competitive position against others, such as Siemens and AT&T.
1. Sales training was completed by 2,000 employees throughout Europe
2. Applied Persona’s Persuasive Salesperson methodology focusing on
client relationship building
3. Expanded the training rollout to 3 Asian countries and 10 Latin American
countries
1. The market share in France improved significantly
2. Know-how sharing with Alcatel salespeople in other rapidly expanding
telecom markets, such as Asia and Latin America
Course of Action
Results
53Copyright © 2001, 2008, 2011. Persona GLOBAL, Inc. All Rights Reserved.
Case Study #3
NextPrevious
Mitsubishi Motors, Japan
Mitsubishi Motors, Japan was facing financial pressures due to increasingly competitive local retail automotive market
1. 800 newly hired sales representatives used Mitsubishi’s Standard sales training curricula
2. 800 newly hired salespersons participated in a Japanese edition of Persona’s Persuasive Communicator Workshop, with a special focus on empathy projection
1. Over two years the salespersons who complete CW program sold an average of 39 more cars per person annually than the group that participated in traditional training
2. Possibly affecting top and bottom line results
Course of Action
Results
54Copyright © 2001, 2008, 2011. Persona GLOBAL, Inc. All Rights Reserved.
Case Study #3
NextPrevious
Statoil Gas, Norway
Norwegian oil producer Statoil Gas was recently faced with serious leaks in one offshore drilling operation.
1. Using Organizational Alignment Survey over 100 employees were interviewed in order to understand how employees and suppliers collaborate
2. Based on the results Statoil implemented changes that assist the drilling teams reduce errors
1. Statoil achieved a remarkable 80 percent reduction in oil leaks resulting in significant reduction in overall costs.
2. Statoil also uncovered performance gaps between employees and suppliers which has led to improved procedures and a renewed partnership
Course of Action
Results
55Copyright © 2001, 2008, 2011. Persona GLOBAL, Inc. All Rights Reserved.
Case Study #4
NextPrevious
Sources (Most From the Literature of our Experts)
56Copyright © 2001, 2008, 2011. Persona GLOBAL, Inc. All Rights Reserved.
Related to Persuasive Communicator Series Other Persona GLOBAL Methodologies
NextPrevious
767 Bridgeway Suite 2A • Sausalito, California • 94965 • USA
Ph: 011 415 331 3900 • Web: www.personaglobal.com
Email: [email protected]
Winning Partner For You!
Previous