Case Studies
BSR Associates is proud to have worked with a variety of clients and whilst the following case studies are from our work with media companies, we also work across a wide variety of sectors.
Case Studies
BSR Associates is proud to have worked with a variety of clients and whilst the following case studies are from our work with media companies, we also work across a wide variety of sectors.
Case Study 1
Division of an Internationally Renowned Newspaper Publisher
Since our first engagement with this leading international publisher in 2012, BSR Associates key recommendations and implementations have remained central to their learning and development plan and make a significant contribution to consistent year on year sales growth of over 20%.
To support overall commercial improvement, our consultancy process began with an assessment of the fundamentals of the sales operation and led to recommendations to improve sales skills, develop a Sales-Playbook, design, build and deliver a comprehensive sales programme and a coaching programme for senior leaders within the business.
This remains an active client in our portfolio, with BSR Associates running international sales training programmes (London, New York and Singapore) and setting the benchmark for training in the business.
Case Study 2
Medium Size Events business
From the beginning of 2019, BSR Associates has nurtured the development of a more sales led business, with corresponding increases in revenues and profitability from a higher functioning and performing team.
As a niche player in a competitive marketplace with an international team, based in Budapest and London, our brief was to upskill the sales people and improve the team culture, with all of the challenges that having a relatively new and international team brings.
After the successful delivery of an initial series of facilitated sessions across the organisation, we have also started a comprehensive six month management and leadership programme aimed at facilitating the succession plan of the business.
Case Study 3
A Multi Million Pound Consumer Publishing Business
BSR Associates started working with this consumer publishing client in 2011. The sales team consists of 120 people with varying degrees of experience and knowledge of sales and the selling of advertising space.
We have worked at every level of their talent pool from graduates to senior managers. Our courses with this business have included, Powerful Questioning, Closing & Negotiation, Face to Face Skills, Presentation Skills, Key Account Management, Influence & Impact, Your Strategy, Winning Sales Conversations, SPIN and many more.
We have also delivered Management & Leadership courses and from 2014 BSR Associates has run an annual Graduate Induction Programme which serves as a comprehensive introduction to media sales and the selling of advertising across all platforms. We are currently developing a comprehensive sales training programme for the current financial year.
Case Study 4
Global Industry Association for Communications Service Providers
For the last three years, BSR Associates has been running a comprehensive sales training programme for this international, remote working team.
The business consists of a Membership Team, a Training, Tools and Services team and a Media Research & Events team. We have worked with all of them. Our involvement began with a ‘Sales kick-off’ event held over two days. This event successfully gave impetus to the sales effort for that financial year, so much so that one of the events that the team worked on exceeded target by more than 60%.
We also ran the sales teams ‘kick-off’ event for their flagship conference in Nice, South of France. We continue to have a successful ongoing working relationship with this business, consistently running training programmes throughout the year to their international sales team, from the US to China.
Case Study 5
A Multi Million Pound B2B Publishing Business
BSR Associates was initially engaged to deliver a short sales improvement programme for this business to business publisher in 2014.
This initial activity proved so successful that we were then hired to work on a nine-month consultancy programme which involved working across the whole business. We worked closely with the Managing Director to help him re-shape the business and build a long-term strategy. We also worked with the advertising sales managers to upskill them, create a sales management team, aid recruitment, develop their teams’ skill set and sales strategies and ensure a long-term management strategy.
We worked with the sales teams on an almost daily basis in order to ensure that they were maximising their revenues in a very competitive marketplace. Our activity was a mixture of formal sales training, sales workshops, an away day, individual coaching and desk coaching. Once again, we continue to have a successful ongoing working relationship with this business. We continue to work with this business on a regular basis and are currently running a sales training programme for their publishing and events sales team.
