Retail Performance Specialists
“As well as in HR, our sales team also use the big picture. Although they were initially unsure of the need, they have found the big picture invaluable in meetings and have better meetings as a result of using it. This is literally adding to our bottom line!
- Nathan Sage, COO, Retail Performace Specialists Ltd
Brief:
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. Their 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
achieve 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.
The brief for the big picture was not only to distil this mass of information into a coherent and easy to
understand process, but also to create a tool that could be used to communicate this clearly in client
meetings.
Cognac Solution:
By interviewing key staff at RPS, Cognac were 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.
Results:
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 the same diagram throughout.
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