OSRL
Client sector
Oil Industry
Region
Global
Our services
Learning and development
The results
Delegates were able to implement newly acquired techniques as soon as they finished the first workshop. For instance, using knowledge of personality styles to develop their internal network, planning client meetings and negotiations in more detail with a negotiation planner, and listening more carefully to clients to address their needs more accurately, using the RIGHT purchasing decision-making model.
Sustained learning within the Business Development Team has led to a noticeable positive change in attitude, skills, and behaviour. The team is now ready to contribute further to the development and implementation of OSRL’s account management process, whilst continuing to draw on their newly acquired business development skills.
The results
Delegates were able to implement newly acquired techniques as soon as they finished the first workshop. For instance, using knowledge of personality styles to develop their internal network, planning client meetings and negotiations in more detail with a negotiation planner, and listening more carefully to clients to address their needs more accurately, using the RIGHT purchasing decision-making model.
Sustained learning within the Business Development Team has led to a noticeable positive change in attitude, skills, and behaviour. The team is now ready to contribute further to the development and implementation of OSRL’s account management process, whilst continuing to draw on their newly acquired business development skills.
OSRL is a global leader in oil spill preparedness and response, supporting members across the international energy industry. As its commercial team evolved, OSRL sought to strengthen its business development capabilities and shift from tactical sales to a more strategic account-management approach.
Working alongside senior members of the commercial team, The Juniper Co. designed and delivered a tailored development programme to build the skills, mindset and behaviours needed to support this shift.
More about the brief
The design and facilitation of a brand-new Business Development Programme for an international Business Development Team at OSRL to change the team’s mindset and behaviours from tactical sales to strategic account management.
- Working alongside senior members of the commercial team, we developed and facilitated a tailored blended-learning programme to improve the business development, negotiation, and influencing skills of a global account team.
- Alongside building the core commercial skills, the team at OSRL also wanted to clarify the role of the Account Manager and establish a more structured approach to managing and developing key accounts.
- To develop a tailored business development programme that would equip the Business Development Team with the skills, attitude and behaviours to develop viable account strategies and successfully manage their key accounts rather than short-term tactical sales. The programme also had to meet the needs of a range of job roles across geographies and time zones (stretching from the UK to Ghana and
Singapore).
Our approach
We developed a six-month blended learning programme combining face-to-face workshops, webinars, coaching, group and individual work to optimise face-to-face time and allow team members to practise new skills and experiment with new behaviours in a safe environment.
The programme sought to address the diverse needs of the group, which comprised managers and executives alike, whilst remaining aligned to key business objectives.
It focused on two main areas:
1. Business development: skills development, such as negotiation, stakeholder mapping and the RIGHT model
2. Account management: defining the account management process within the organisation and clarifying the role of the Account Manager, identifying accounts, and planning account strategies for the short and long term.
The Juniper team took the time to understand OSRL’s commercial challenges, designing programmes directly relevant to our business. Through practical simulations and roleplay scenarios, the learning quickly translated into real capability within the team. The result has been a more confident and skilled Business Development function with stronger account management and improved proposal conversion.
Lee Barber
Commercial Manager EMEA
OSRL
