The headline review conducted by Chris White of EMC Ltd. examined WorkRite's business development practices in detail. The review found that improvements were needed in a range of processes to help WorkRite achieve its goal of triple-digit growth. Chris used a BD Framework Assessment tool to evaluate 25 aspects of WorkRite's business development, including key account management, sales disciplines, client satisfaction, and market research. Based on the findings, WorkRite enhanced its sector strategy, tightened key account management, and developed a plan to more closely manage marketing, business development, and management details.

1. “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’ -
‘BD Framework
Review’ was a great
way to examine our
approach”.
Geoff Thompson
Sales Director
Situation - Posturite is 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 on how this could be delivered.
Approach - The review centered 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.
HEADLINE BUSINESS DEVELOPMENT
REVIEW
CLIENT: WorkRite – a division of Posturite
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.
For a no obligation discussion about your strategy or business
development issues please contact: chris.white@emcltd.co.uk or
call Chris on 07970 710543