We deliver real results.
Real impact:
Our methods are proven &
backed by studied metrics.
new contacts created at current clients
past relationships refreshed
new leads generated
Minimum
Average
vs. Rx training $ spent
We are trusted by the best in the biz.
We partner with organizations that are leading the path forward.
“GMG did an excellent job of engaging with the team, not only in the session, but in the follow up…the individuals who went through the program are much more engaged.”
“I had very specific ideas of what I wanted our training to be. I was about to give up, until I met David. The training content was closely aligned with our core culture. It was a really good fit.”
“Our consultants are better prepared, not only for new accounts, but to mine for opportunities within current clients.”
We’re proud of our work.
Read our Case Studies:
Big 4 Public Accounting Firm
PROBLEM
The Midwest Tax Practice of this Big 4 accounting firm was struggling with growth and meeting their revenue targets. For several years running, this region consistently performed in the lower half of the firm’s 8 North American regions.
The new Regional Managing Partner felt intervention was needed, with the idea of onboarding a broader group of delivery resources to be more proactive and intentional to relationship development and opportunity identification on behalf of the firm.
Gray Matters Group Solution:
We were engaged to develop a new training experience geared specifically for Sr. Manager level delivery resources.
The project included assessments, needs analysis, curriculum/content design and development, pilot session testing and tweaking, and a broader rollout to over 300 consultants over a 2-year period.
RESULTS:
Within one year of the final training session, the Midwest Tax practice had become the top performing region in the firm and has been in that position for 5 years running now.
The then new Regional Managing Partner who engaged Gray Matters has become the global CEO of this firm’s multi-billion-dollar Tax practice.
We continue to work with this client & executive sponsor to this day.
$10B Privately-held IT Provider
PROBLEM
With the client striving for growth and a $10B revenue target by 2012, leadership saw an opportunity to enhance the client development and lead generation skills of its senior IT delivery resources, particularly those technical delivery resources who were embedded at their clients for extended periods of time.
Gray Matters Group Solution:
We worked with client to develop a customized curriculum that married elements of our Rx for Professionals Fundamentals content with new, more advanced course content developed specifically for this client. The live classroom program was piloted in the fall of 2011 and rolled out to a broader audience in 2012 with more programming scheduled for 2013.
The Rx Aftercare program was also customized to support this constituency for up to 90 days after each learning moment and included live webinars, content refreshes, coaching, skill benchmarking, and activity tracking.
RESULTS:
The firm successfully hit its $10B revenue target and believes the Gray Matters programming played a role not only in the firm’s services growth, but also in helping to signal to all delivery resources the importance of relationship expansion and client development.
Large Healthcare Consulting Firm
PROBLEM
The Central Region of this firm wanted to develop a unique marketplace development skill building experience for select Sr. Managers who are beginning to be considered for Partner/Director promotion.
Gray Matters Group Solution:
Gray Matters worked with regional executives, as well as practice area, business development and HR leadership to develop a customized learning and follow thru experience. The program comprised a mixed delivery approach, leveraging live classroom, live virtual classroom, and OnDemand eLearning, to present content, tools and resources to students over a 4-month period. Gray Matters’ “Rx in Action” Aftercare system was used to automate coaching, benchmark before and after skill metrics, track field activity against student goal commitments, and provide dashboard reporting to executive sponsors.
97% with past client contacts and work colleagues, classmates, etc.
55% with new prospects and referrals sources
64% with current clients
RESULTS:
Over the 4-month Relationship Xpansion/marketplace development initiative, average student BEFORE versus AFTER.
Relationship advancement activities rose: 12% at current clients
Relative to this group’s overall ability and comfort in executing on relationship expansion and opportunity identification skills:
19% reported a 10%+ improvement
31% reported a 6-10% improvement
44% reported a 3-5% improvement
6% reported a 1-2% improvement
0% reported no improvement
