case studies


The brief:
Qinetiq (formerly the publicly funded Defence Evaluation and Research Agency) needed to turn a government agency into a commercially focused sales organisation able to compete in the open market.

Our response:
Despite a very strong intellectual rigour within the organisation, there was a need to create a more focused approach to the commercial aspects of business.

  • Introduction of KPi’s to foster a results driven environment and a structured approach to professional selling.
  • Relationship management training (internal and external)
  • Sales skills training and development of a sales culture including executive coaching for senior managers

A discernable step change in culture as evidenced by:

  • A much heightened commercial awareness throughout the business
  • Improving financial results for the past 3 years and successful IPO in 2006.