Case Studies
Case Study:
Leadership Development
Company: Qualcomm
Qualcomm is a multinational corporation known for designing and manufacturing semiconductors and wireless telecommunications products. The company competes with Huawei, HTC, Nokia, and Samsung in mobile phone technology and MediaTek and Samsung in the semiconductor market.
Over the years, Qualcomm has expanded into selling semiconductor products in a predominantly fabless manufacturing model. It also developed semiconductor components or software for vehicles, watches, laptops, wi-fi, smartphones, and other devices.
The Corporate division encompassing Investor Relations, Investor Analyst Relations, Marketing, Technical Marketing, Tradeshow and Partnerships saw a need to strengthen leadership, sharpen management skills, increase cross functional collaboration, deepen teamwork, and enhance communication.
Turnkey developed a comprehensive plan for development across all functional teams. This included onsite training, coaching and offsite teambuilding retreats.
The Corporate Division experienced a dramatic increase in cross functional collaboration. Leadership and Management development resulted in increased efficiency, promotions, and personal growth. Over five years of ongoing partnership, this division, was among the highest in employee engagement across the company.
“Turnkey Strategic Relations’ integrated approach is unique and refreshing. Their focus on delivering results and a return on investment is second to none. My team was and continues to be energized by the training and follow up which has led to strengthening an already high performing group.”
Bill Davidson,
Senior Vice President of Global Marketing and Investor Relations at Qualcomm
“Jim brings a highly collaborative approach to his engagements. He is thorough, listens well and makes sure that all of his efforts result in a substantial outcome. I worked with Jim on a client initiative that started with an interview report, continued with a classic training curriculum, and culminated in a whole department offsite that had outstanding results.”
Terie Scerbo,
Manager of Learning Qualcomm
Case Study:
Sales Enablement
Company: GlobalFoundries
GlobalFoundries Inc. is an American semiconductor foundry headquartered in Santa Clara, California. The firm manufactures integrated circuits in high volume mostly for semiconductor companies such as AMD, Broadcom, Qualcomm, and STMicroelectronics. As of 2015, it has five 200 mm wafer fabrication plants in Singapore, one 300 mm plant each in Germany and Singapore, and three plants in the United States: one 200 mm plant in Vermont (where it is the largest private employer) and two 300 mm plants in New York.
Although the company was experiencing success in key areas, Mike Cadigan, SVP Client Design Enablement recognized a significant opportunity to increase performance within the global sales organization. The company was under significant pressure to increase quarter-over-quarter revenue numbers, and improvements were required to meet expectations.
GlobalFoundries turned to its trusted partner Turnkey Strategic Relations to deliver a customized program targeted at improving sales knowledge, discipline, and results.
Turnkey leveraged its experience from both the technology and semiconductor industry to deploy a multi-day program for 200+ front facing sales and engineering personnel covering a range of topics including: building high value relationships, selling a solution, bonding and connecting, negotiation, understanding customer’s pain.
The results were stunning. Within 6 months of program completion GlobalFoundries experienced an overall increase of sales numbers and contract success. In two contracts alone, the return on investment of the program exceeded 65x.
Turnkey Strategic Relations continues to deliver its top-tier Sales Enablement program around the globe.
“Turnkey delivered beyond expectations. Our leaders are stronger and better prepared. Working with Turnkey, our sales team became more cohesive, focused, collaborative and productive!”
Mike Cadigan,
SVP Client Design Enablement
Case Study:
Team Performance
Company: ViaSat
Viasat Inc. is an American communications company based in Carlsbad, California, with additional operations across the United States and worldwide. ViaSat is a provider of high-speed satellite broadband services and secure networking systems covering military and commercial markets.
The company needed to bring two significant divisions under one umbrella. In the past the two divisions had experienced a lack of collaboration, clear communication, and shared collective results.
Turnkey Strategic Relations crafted a custom, integrated program starting with interviews of key stakeholders to understand the scope and nature of the issues. Turnkey delivered a solution utilizing several personalized programs including communication, strategic team, and building high value relationships.
The results of the training for both communication and team performance were outstanding. Managers tasked with building, nurturing, and maintaining external relationships experienced an increase in the quality and depth of relationships. Internally, relationships that had previously been tense or struggled instead flourished with communication and collaboration not thought possible. Based on the results Turnkey has been engaged for several years with the ever-expanding team.
“Turnkey has delivered beyond expectations with my team. After having Turnkey on board for initial training and coaching, it was clear their results warranted an expanded role in training, coaching, and developing the team. Turnkey helped integrate two teams into one cohesive and proactive high performing group. They also provided helpful insight to my management team on improving engagement and facilitating change. The synergy and rapport amongst the team has shown clear improvements since Turnkey has had recurring involvement.”
Blake Bolton ,
Director Global Logistics and After Market Services at ViaSat
Case Study:
Communication
Company: Dudek
Over the last 40 years, Dudek has grew from a two-person engineering team in Southern California to a 600-person national multidisciplinary environmental and engineering firm. Today Dudek has projects in more than 44 states and is ranked one of the Top Environmental Firms in the nation.
People make business work, and this is no different at Dudek. The relationships between municipalities, developers, vendors, and internally between departments are critical to the company’s success. Dudek’s goal was to increase skills in communication and relationship development.
Turnkey’s approach was to first examine the situation through interviews with key stakeholders. After which they deployed an initial training course titled Relationships are Everything™. As a fast follow-on they continued with a course of 6 months of onsite group coaching, which provided the in-depth focus required to make significant improvements.
The results were astounding. Engineering team members who were responsible for business development related activities reported improvements in their external relationships. The result was stronger more trusting bonds that lead to higher revenue and long-term results. For example, team members were receiving advance notification of projects coming up for bid, and communication and collaboration increased leading to greater efficiency and productivity.
“Through the training and success partnering process, I have been able to sharpen my relationship skills and set myself apart from the competition. The skills and techniques I learned are directly responsible for my landing a $100,000.00 contract and assisted with the winning of a $1,000,000.00 project. I use what I learned in success partnering every day.”
Steve Jepsen,
Senior Engineer – Business Development Dudek Engineering
Case Study:
Strategy
Company: Groovy Like a Movie
Issue:
After almost a decade in business the company had undergone personnel changes and was at a crossroads. Seeking to do more high-end work, the company realized that relationships would play a significant role in reaching this goal. Additionally, there was a need for strategic planning and assistance with professional sales management.
Solution:
Initially, Turnkey was engaged to conduct their Relationships are Everything™ training which included their integrated approach of pre-work and follow-on coaching. After the training the CEO added additional coaching clients.
A second engagement was for a full day offsite strategic planning session with a deliverable of an executable strategic plan. Included in this engagement was the creation of a sales plan, review of current procedures, and one on one sessions with the CEO.
A third engagement was asked for to have Turnkey provide six months of interim sales management and assistance in implementing the strategic plan.
Results:
The company has become more focused and highly collaborative. Lines of communication are open, and creativity is at an all time high. A strategic plan is in place and being followed; and, the company has been awarded contracts from their targeted high-end customers. The CEO is now able to take the time necessary to do what he does best knowing the company is running smoothly and efficiently. Turnkey assisted in bringing on board highly qualified professionals with a passion for their work.
Case Study:
Coaching
SKS (now Flyers Energy)
Issue:
The distributor provides card lock fuel services to companies. In a competitive market they must be able to differentiate themselves. Additionally, their fuel runs more per gallon than some of the discount gas stations so they must show their customers and prospects the value proposition of working with them. Lastly, the company had acquired another location and needed a specific relationship strategy to build sales in this territory.
Solution:
Turnkey was engaged for their proven integrated training approach. The fuel card lock division attended a full day of training which was preceded by a series of interviews and meetings. All attendees immediately entered a six month one on one coaching program with one of Turnkey’s seasoned professionals.
Results:
Sales quotas are being exceeded in all territories. The acquired territory has experienced unparalleled growth. Collaboration between the sales force has increased with the sharing of ideas and strategies.
“The training and coaching / success partnering has been exactly what we wanted. The training brought the team together with a renewed focus and collaborative effort. Business development has improved, and I see great things ahead.”
Andy Thweatt ,
Co-President SKS Petroleum
