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RPS (Financial & Professional Services)
"Client response has exceeded all expectations..."
“We are now able to convey what we do in a relevant and interesting way. Client response has exceeded all expectations and we have already committed to using big pictures in two other areas of our business.”
Nathan Sage, COO Retail Performance Specialists Ltd
RPS is the world’s leading retail improvement specialist. They have developed world-class retail specific systems, methodologies and processes to improve the performance of retail
businesses. Explaining these specialist services to prospective clients was taking many hours resulting in a slow sales process.
RPS’s methodologies are based on more than 25 years of working with some of the most successful global retail businesses and are proven to generate significant and sustainable growth in both top line sales and bottom line profitability. However, getting buy-in from prospective clients required conveying a mass of information about how RPS achieves this and what the process entails. This required spending many hours with each person in the buying chain - slowing down the sales process. If a key person did not see the value RPS brought, the sale could be blocked.
Cognac Solution:
The big picture needed to distil the mass of information into a coherent and easy to understand process, and also create a tool that could be used to communicate this clearly in client meetings.
By interviewing key staff at RPS, Cognac was able to quickly understand the core elements of the Programme and translate that information into a structural draft “helicopter view”. Cognac then presented this back to RPS, to refine a clear, accurate picture of the entire process as a complete, compelling Big Picture for RPS.
RPS initially planned to create two big pictures: a complete one for internal use and post-sales and a simpler diagram for use in initial client meetings. Response to the complete, “complex” big picture was so positive that they use it throughout. In addition the sales team, initially unsure of the need, have found the big picture invaluable in meetings and have better meetings as a result of using it.
After a rebrand, RPS returned to engage Cognac. We then created a new big picture to showcase their new image and enhanced service. This big picture is used both as a training aid and as a sales tool as before.
Results:
“We are now able to convey what we do in a relevant and interesting way. Client response has exceeded all expectations and we have already committed to using big pictures in two other areas of our business.”
Nathan Sage, COO Retail Performance Specialists Ltd
