Challenge
The client wanted to be better at moving technically based concepts to commercial reality within the company. The package development staff largely had technical backgrounds—degrees in packaging or other technical areas. Few had the finesse to champion and sell ideas; they had a poor success rate for getting other corporate stakeholders to accept concepts. A typical response from marketing was, ”Nice idea, we’ll get back to you some time.” The process wasted development time and inhibited innovations that could help meet company goals.
Solution
A workshop educated staff in two areas—how to champion an idea and how to sell it. Prework included PTIS interviews with key client cross functional stakeholders – to understand and document corporate, functional and personal context. The workshop built understanding of how to champion an idea with interactive training on how to build a case, how to be persistent, and the need for building a long-term approach.
Interactive training emphasized the “ask questions” approach to selling, emphasizing the difference from “selling a used car.” Staff learned how to ask questions. They learned to listen and see needs of other corporate stakeholders and then tailor their ideas to meet those needs.
Results
The client refined its metrics to define staff performance. It looked at the number of ideas presented and how many were adopted. The metrics led to a more formal idea presentation process and criteria. Packaging and other stakeholders such as marketing then began to use the same language as they collaborated on projects. The client integrated the PTIS Discovery and Assessment Packaging Brief as part of its development process.
PTIS Championing and Selling Your Ideas© workshop has been completed for several satisfied clients.
