Case Studies

Keystone Associates contribution is best judged by the successes enjoyed by their clients.

Case Study 1 Launch of National Retailing Chain

Keystone Associates were engaged by The Peoples Phone Company Ltd to help launch a chain of over 180 shops offering an innovative approach to selling a range of telecommunication products.

1. We designed all of the company operating procedures and produced the operational manual for both head office and retail staff.
2. We designed and delivered operational, sales and management training for 1185 staff enabling the company, in the words of a national newspaper, to become "the experts on the high street".
3. We acted as advisers to the directors on strategic and marketing issues

The group achieved growth in turnover from £60m to in access of £200m during the 30 month consultancy project

The client and Keystone Associates were both awarded the National Training Award in recognition of the impact that the training had upon the success of the company.

Case Study 2 - Change to Agency Status

The UK Government needed to change a traditional department working within the Department of the Environment into a commercially focused Agency

Keystone Associates were appointed as the training consultancy to design and deliver a cultural change programme, to management and staff, to engender a commercial approach to managing the Agency.

Managers received training in marketing strategies, presentational skills and accounting for non-accountants

All staff received commercial awareness and communication skills training.

Additionally ongoing breakthrough strategy meetings were pivotal in maintaining the momentum, serving as forums to resolve negative issues and acting as part of the motivational process to ensure that all staff "bought into" the cultural and attitudinal changes needed for a successful transition.

Following the launch Keystone Associates were retained to conduct periodic management and staff workshops used, within the strategic communication programme, to provide feedback on all issues affecting staff morale, training and operational effectiveness.

Case Study 3 - Revised Account Management Strategy

A major international motor components group needed to address the problem of how to manage Key Accounts in today's highly competitive environment.

Keystone Associates introduced the innovative Key Account Management and Relationship Selling programme which has formed the basis for their ongoing key account strategies.

Key Account Managers were retrained and refocused into the three key areas of Retention, Acquisition and Growth.

Key Sales Staff received training in KAM, Relationship Selling, Presentation Skills, Negotiating Skills and Financial Planning for account managers.

The Company enjoyed what the Divisional Director described as "significant increases" in effectiveness and profitability.