In-Company Training & Development
Case Studies
Finnforest
Leveraging sales through investing in customers
Finnforest is a leading importer and distributor of timber-based products in Europe. As part of its marketing strategy, Finnforest embarked on a programme to increase the product knowledge of their customer's salespeople to enable them to serve their own customers more effectively. They set up a Timber Academy at their manufacturing site in Lincolnshire and developed a training programme, which is linked to a BTEC qualification, accredited by the Open College. Finnforest's own sales staff were the first to be trained in the two-stage programme, which incorporates the use of workbooks and classroom-based training.
Meridian, a long-standing provider of training for the Finnforest group, was asked to develop a customised 'Train the Trainer' programme to enable Finnforest employees to effectively train their customer's salespeople. Meridian designed a two-day workshop, 'The Academy Trainers Programme', which is linked to a Quality Assured award from the Institute of Leadership and Management, the Insignia Award, which participants receive on successful completion of the training. The Academy Trainers Programme is a practical workshop that requires participants to run live training sessions followed by focussed feedback and coaching. One participant has recently been nominated for the Sales Trainer of the Year Award.
Fred Warner, HR Director of Finnforest, commented:
"It was part of our marketing strategy: we offer timber training free to our customers and, in turn, they agree to buy products from us. And, by training their staff, it helps to increase their business, so it's a double benefit - a win-win situation. Our own people didn't have the skills, and so it was necessary to give them trainer skills to run an interesting and worthwhile programme. It has been very successful - all the people trained have run sessions, and the courses have been well received by our customers. We are heavily booked to hold courses, and therefore we have an ongoing requirement for trainers."
A leading European provider of IT infrastructure services
A competency-based approach to performance management
A leading European provider of IT infrastructure services had experienced significant growth over recent years. In the ever-increasing competitive environment in which the company operates, effective performance management is seen as a key enabler for business success.
As part of its Focus initiative, the company developed a new competency framework and asked Meridian to design a complementary competency-based performance management system to help embed the competencies into organisational behaviour.
Meridian has now developed a system designed to help managers:
- set business goals aligned to the strategy of the business
- assess the competencies of their direct reports
- give feedback on competencies
- put practical, competency-based development plans in place
- manage and develop performance using a more structured approach
The project was completed by running training programmes on 'Managing and Developing Performance' for the entire senior and middle management population.
