Chris’s Review puts WorkRite on the road to even faster growth

CLIENT: WorkRite – a division of Posturite Ltd

SECTOR: E-learning, training, consultancy

PROJECT: A headline review of the WorkRite business development strategy and function

OUTCOME: Detailed strategies and actions that will deliver an increased growth pattern for the division

Situation

Posturite is a successful and highly respected brand in the world of ergonomic solutions and curative products. WorkRite, a division of Posturite, specialises in online Health & Safety e-learning, assessment and compliance software. WorkRite has seen considerable double digit growth year on year, but the team can see the opportunity for triple digit growth and wanted an independent view of how this could be delivered.

Approach  

The review centred around measuring business development practices using a ‘BD Framework Assessment’, a unique tool that is used to gather evidence and confidence levels against every aspect of business development from key account management to sales disciplines, from client satisfaction to market research.

The review included interviews with the sales team, analysis of relative competitor performance and a competitors’ website review.

Outcome  

The output was a detailed report covering some 25 aspects of business development but with a focus on a critical selection of key actions and tasks. So far the outcome has been an enhancement of the sector strategy, a tightening of key account management…and a plan for closer management of many detailed aspects of marketing BD and management.

What the client said

“The headline review was actually quite a thorough piece of work examining our business development practices. It really does appear that the devil is in the detail if we are to improve on the growth we have seen. We need to tighten up on a range of processes. Chris’s BD Framework Review was a great way to examine our approach”. Geoff Thompson, Sales Director