Our client, a leading IT company, was identified as a prospect in 2005. The persistence in follow-up and credibility of the Training Consultant supported by some aggressive entry pricing helped in seeding a business relationship. A contract was signed to execute 8 batches of Train the Trainer program.

In mid - Feb this year trouble brew as the 7th batch had participants who were not happy with the delivery and content. Some proactive and compensatory actions negotiated and taken to redeem in consent with Top Management Approval. As a follow up action and relationship building exercise an appointment was sought with the Head of Talent Transformation of the organization. The meeting held on 2nd March 2006 and attended by Mahan Tavakoli of DCT USA resulted in an opportunity to scale up our presence.

A proposal was sent to partner them on High Impact Presentation Skills for a cascade involving 1000 participants. The needs addressed in this proposal covered - Quick delivery response, large scale ramp up of talent needs especially in business presentation given the global nature of business, and building up of a continual delivery capability as per clients flexibility and time schedule. All these needs were addressed in a blended business solution covering client trainer competency development and program cascade as per Dale Carnegie standard. - a first of its kind arrangement in India

The contract was signed with a win-win approach covering all risk elements proactively, and execution took effect from 31st May onwards. As on date 307 participants have been trained.

The business results are too early to gather. The program is being measured regularly and the participant feedback has been positive.

Key Learning: Getting the client to succeed is the only way to success.

Credibility gets established by actions and not words.