Client Relationship and Commercial Acumen Training

Case Study

Client Relationship and Commercial Acumen Training

Commercial & Procurement
Leadership, Team & Culture
Project Performance

GTA engaged BRS to facilitate customised client relationship management and commercial acumen training in both Melbourne and Sydney for staff from all GTA's Australian offices.

Why they approached us

GTA were experiencing new challenges due to growth. BRS were engaged to offer a customised training program to increase the commercial acumen and client relationship management and work winning capabilities of staff in alignment with GTA’s vision and objectives. BRS was appointed due to their collaborative, interactive approach to training that leverages on previous extensive industry experience. Our deep understanding of the infrastructure industry and clients was leveraged for this engagement.

Issue 1 - Increase of scale of projects, new staff and growth in geographies altered the previous business requirements

Issue 2 - Higher level opportunities and exposure to different level of competition presenting new challenges and opportunities for GTA

Issue 3 - Increased risk due to larger scale and complexity of projects requiring great commercial acumen and ability to build strong client relationships

BRS solution:

BRS developed a customised training program to engage and educate GTA staff to drive increased capability and commercial awareness of staff as well as the key principles in building strong relationships with key clients.

Conducted an analysis of organisation requirements by reviewing relevant background documents, strategic plans and other growth strategies and conducting interviews with key stakeholders;
Developed a set of guiding principles linked to the training program objectives; and
Designed and delivered client relationship management and commercial acumen training programmes initially adopting an external focus on client relationships and then shifting into the commercial implications of these followed by building a more complex commercial understanding of the industry, our clients and out projects.

Case Study