CONTEXT

KPMG enables an in-house learning and development academy for its consultants and managers. Lepaya is supplying multiple learning programs regarding topics like leadership, business communication, problem-solving. Lepaya enquired me, to co-produce and execute the Commercial Sensitivity and New Business programs for the Advisory Academy and the Management Academy. The main driver of KPMG within these learning tracks is to develop a foundational commercial focus and capability throughout the entire organisation. To establish a joint responsibility for its growth ambitions. All programs are executed throughout all departments within the Dutch Organisation on a weekly basis.

APPROACH

The first step taken was gaining a deep understanding of the commercial context and define the core needs and objectives of KPMG. This led to a tailor-made program, co-created with the Learning and Development specialist of KPMG. All the programs contain multiple modules, working with real-life client cases and are supported by the Lepaya application to enable activation. The Advisory Academy is designed for consultants without direct commercial responsibility or targets. The program develops commercial sensitivity, meaning developing skills regarding building sustainable relationships, activating a commercial mindset, the ability to spot opportunities, and making this actionable. The Managers Academy is enabling a learning journey supportive to their sales cycle. All modules lead to the strong aim of gaining new business opportunities and converting them into profitable engagements. 

RESULTS

Consultants are activated to approach their project with a commercial mindset by developing skills that lead into finding new opportunities, mainly meaning expanding the scope. In regard to the Management Academy, the managers are trained to leverage their network, implement new ways of working to convert a profitable pipeline, by applying a strategic commercial approach.