Bates Library

Case Study - Healthcare: Managing Transformational Change and Answering the Tough Questions Head-On

Posted on Tue, May 8, 2012 @ 09:42 AM

The physicians and staff at a prominent teaching hospital were coming to terms with seismic change.  Due to external pressures created by health-care reform, their world was turning upside down.  Where they once broadly encouraged patients to come in for services, they now were supposed to send many of them to less costly community hospitals.  The idea was to manage operating costs more efficiently by referring out the more routine cases, while keeping the more complex, challenging ones.  This represented a whole new mentality.

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Tags: Case Studies, Healthcare/Pharmaceutical, Change Leadership

Case Study - Healthcare: Communicating a Restructuring Plan to Minimize Fear and Rally the Troops

Posted on Tue, May 8, 2012 @ 09:40 AM

Last year one of our executive coaches got a call from a President at a health insurance organization.  Facing a major change initiative, he needed help in developing the communication plan and rolling it out to the whole organization.

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Tags: Case Studies, Healthcare/Pharmaceutical, Change Leadership

Case Study - Retail: A Subsidiary Articulates a Powerful Business Strategy

Posted on Tue, May 8, 2012 @ 09:16 AM

The head of a small subsidiary of a multinational retailer asked us to come in and work with his team.  This subsidiary had undergone a great deal of transition since being acquired by the parent company a few years earlier.  Now they faced a tight deadline in trying to create a new and more aggressive five-year plan.

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Tags: Case Studies, Retail/Consumer

Case Study - Retail: A Leadership Team Navigates Rapid Growth by Creating Brand Alignment

Posted on Tue, May 8, 2012 @ 09:14 AM

Five years ago, we started working with the CEO of a large, multinational retailer of sporting apparel and equipment.  About two years into our working relationship, he and his team faced what some might consider to be a pleasant problem: rapid growth.  Yet there were real risks associated with this jump, and it was a recurring theme in our conversations with the company’ senior leaders. The growth raised fears about losing touch with the core values that had made their brand so special.

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Tags: Case Studies, Retail/Consumer

Case Study - Defense: Technical Leaders Break Down Silos and Foster Collaboration

Posted on Tue, May 8, 2012 @ 09:11 AM

A business unit of a large defense company was struggling to define themselves in the face of seismic changes in the industry.  U.S. Department of Defense budgets had been shrinking.   Like many defense organizations, this business had to become more creative about seizing market opportunities beyond the federal government.  The ramifications proved to be enormous. 

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Tags: Driving Growth, Case Studies

Case Study - Guiding the Board and Executive Team to Make Crucial Decisions

Posted on Tue, May 8, 2012 @ 09:04 AM

After doling out billions of dollars to bail out banks in the aftermath of the 2008-2009 credit crisis, the Federal Reserve decided to raise the bar and impose standards on banks, requiring them to demonstrate an ability to maintain an adequate supply of capital—even in worst-case scenarios.  These scenarios could include cataclysmic drops in the stock market and housing market as well as dramatic increases in unemployment.

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Tags: Case Studies, Financial Services/Insurance

Case Study - Diagnosing Communications to Strengthen Client Relationships

Posted on Tue, May 8, 2012 @ 09:01 AM

A division of a global financial services company was facing a very competitive market, and they were looking for better ways to serve their clientele to avoid competing on price alone.  One of their key clients, an institutional investment firm, kept bringing up communication as an issue.   We were brought in to assess the division’s communication practices and build a communication plan that would uncover and address their client’s needs.

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Tags: Case Studies, Financial Services/Insurance, Executive Communication

Case Study - A Struggling Sales Team Learns the Art of Consultative Selling

Posted on Tue, May 8, 2012 @ 02:44 AM

One of our client companies in the manufacturing industry asked us to work with their sales team.  They had noticed a gap in the skills of their salespeople.  After acquiring a company whose salespeople were adept at consultative selling, they noticed these salespeople were very good at uncovering unexpected opportunities.  The new salespeople were listening to customers and coming back with ideas for developing new, innovative products.  As a result, customers valued them as a rich source of deep expertise. The strong relationships and trust between the salespeople and their clients meant that the sales process involved little debate about fees and often times, no RFPs.

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Tags: Case Studies, Executive Communication

Case Study - Delivering a High-Stake Speech: Coaching a CEO for the "Speech of a Lifetime"

Posted on Tue, May 8, 2012 @ 02:33 AM

The CEO of a not-for-profit was preparing for the organization’s 100th anniversary.  She had spent decades in business taking on high-profile roles, so her career had given her the opportunity to deliver countless speeches and presentations.  However, this was perhaps the speech of her lifetime - she was uncharacteristically anxious, and the stakes were high.  It was the organization’s biggest fundraising event to-date.  She wanted to share her vision, inspire people to get involved and give, and it was important for her to shine in front of some nationally-known celebrities in attendance.

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Tags: Case Studies, Executive Communication

Case Study - Creating a Strategic Communications Plan to Win Buy-In and Mitigate Risk

Posted on Tue, May 8, 2012 @ 02:14 AM

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Tags: Case Studies, Healthcare/Pharmaceutical, Change Leadership