Case study: empowering a management team to lead, inspire AND SELL MORE
The owner of one of the largest law companies in Switzerland was concerned that while his employees were great executors they were not very good in sales and self-presentation.
Initially, this business owner was interested in self-reflection and assistance in finding his
blind spots in order to broaden his sphere of influence and further intensify the growth of
his business. He was so fascinated by the results that he extended the mandate to train
all the members of his management team.
Gross Leadership worked jointly with the business owner and the head of leadership and
development department, focusing on process optimization and aligning company’s,
team’s and individual‘s goals to boost productivity. This program combined a series of
two days workshops with individual coaching.
The workshops offered a self-management training, including techniques on how to
effectively set priorities, communicate needs, overcome procrastination and manage the
team with inspiration. It helped to improve the overall climate, engagement and
productivity of the team. Gross leadership also helped to develop and implement
strategies on how to prepare to clients meetings, boost likability, empathy and confidence
of employees and effectively sell their services.
After the program was implemented the business owner said: “I was able to change the
company's culture in a fascinating and inspiring way and I now see a major difference in
the overall team’s performance.” The implemented communication model has also
helped the company to win some old and challenging cases. One of the managing
lawyers has shared: “It’s fascinating, I was able to win the case that I was running for
years and it did not seem to take the end. It was just published in the media. I feel
inspired and know exactly how I can contribute to my own and team’s success”.