LSA Global Announces Action Learning Leadership Performance – Case Study Results

Santa Clara, CA, March 23, 2009 – LSA Global, the premier one-stop global training and consulting firm that focuses on achieving measurable business results with a select group of clients, today announced results from a recent client case study.

“Leading and forward-thinking companies are still investing in their people,” states Russ Silva, Head of the Leadership Practice for LSA Global. “More and more, the investments are taking the form of action-based leadership training initiatives to help drive the top and bottom lines.”

Though leadership as a discipline is abstract, expectations of leaders are crystal clear. We expect leaders to make decisions with an enterprise perspective—decisions that add value to the bottom line and inspire employees to achieve a congruent organizational design and vision.

“This recent case study with a leading financial services institution reaffirms our belief that training and business results can, and should, go hand-in-hand.” According to Silva, “These kinds of results should be the norm, not the exception.”

Background
This industry leader in the real estate investment market decided to capitalize on slow economic times by developing their existing and future leaders while simultaneously improving their business operations.

Goal
The goal of the program was to develop the next generation of leaders that would significantly grow the company and maintain the philosophy and culture created by the original founders. Specific objectives were to:

  • Identify key opportunities that would impact the company’s bottom line
  • Execute strategies that would create a distinct competitive advantage
  • Initiate and lead change effectively within the organization

Challenge
The Leadership Development Program needed to explicitly address the following challenges:

 

  • Effectively utilize the collective company and industry knowledge of senior executives in different functional roles
  • Provide a learning experience that was relevant to participants’ day jobs and future roles within the company
  • Remain at all times practical and applicable to the overall corporate strategy so that results from the team initiatives were clearly visible to and appreciated by senior executives
  • Generate bottom line financial benefits in terms of increased revenue and decreased costs far exceeding the overall costs of the program

 

 

Approach
An action learning format provided the foundation of the program. Participants worked in cross-functional teams, with a goal of providing a significant contribution to the company’s bottom line or competitive position. Teams progressed through the phases of a major project while they received just-in-time training, coaching, mentoring, and the tools necessary to succeed. The teams of three went through the following steps over a six month time period:

  1. Identified opportunities to either drive new revenue or decrease operational costs
  2. Selected one high potential opportunity and created a business case to present to senior executives for implementation approval
  3. Led the project planning, implementation, engaging and influencing most areas of the company
  4. Measured the results of their efforts

During the course of the project, each team was supported by an executive coach who provided significant knowledge to the team about their project focus, company politics, and how to keep on track. Each team also had an executive sponsor—the CEO, the President, or the Chief Risk Officer, each meeting with their assigned team on a regular basis to provide strategic decision making training and guidance.

Results
The Leadership Development Program produced significant results across three dimensions: business results, leadership maturation, and organizational learning.

1. Business Results

  • Approximately $3 million realized in year 1 bottom line impact
  • $10 million plus expected in bottom line impact in year 2
  • Development of new critical processes
  • Validation of several key current processes
  • Identification of new high potential market opportunities
  • Recognition of several very high potential new leaders in the company

2. Leadership Maturation
The most profound and meaningful learning for the participants was their own reflections based on their experiences at each stage of their project. While they learned about theories, methods and tools that could help them, their biggest “Ah Ha’s” came from breakthroughs in their own thinking, or from the consequences of their actions, as evidenced by the comments below. Participants identified the following key areas of learning:

 

  • “Seeing opportunities”; not overlooking ideas because they seemed too simple
  • Presenting to senior management – being brief and knowing when to stop “selling”
  • Pre-selling your ideas before ‘official’ meetings within the organization
  • Doing enough due-diligence to trust the data you receive
  • Optimizing an internal process can generate revenue as much as cutting costs
  • Big picture ideas are great, but smaller, more manageable projects often have greater “yield”
  • Acting quickly to vet great ideas
  • Not relying on outside partners to determine your revenue
  • Asking lots of questions in the beginning and organizing accordingly
  • Being flexible with your ideas/visions and being adaptable to a fast changing environment
  • Making sure everyone has a clear understanding and agreement on the objectives/deliverables, etc
  • Not being afraid to step up and lead, particularly in the absence of leadership. Being confident
  • Knowing that it is incredibly valuable to work inter departmentally
  • It is not enough just to have good ideas. You need to be able to convince other people that your ideas are good in order for your good ideas to gain traction
  • Absent accountability, opportunities (or $$) can fall through the cracks

 

 

3. Organizational Learning
The breadth of the opportunities addressed in this program required involvement from nearly the entire company and expanded the cross-functional learning and discovery process to all employees who were involved. As participants learned what they could achieve by acting as leaders, so did all who were tangentially involved in the projects.

Action Learning Results
Finally, the following participant quotes attest to the success of the action learning format in developing new leaders:

  • “Good microcosm of the issues and opportunities that happen every day at our company.”
  • “The team learned how to manage working in an unstructured environment, dealing with time pressures, and working with different personalities.”
  • “Typically skills development is done through formal training in a seminar with a lecture, simulations, and/or role playing for a few hours, making it easy to go back to your day-to-day routine and old habits. The leadership project was an opportunity to develop long lasting skills over a six-month period working on a real world problem with actual financial benefits to the company.”
  • This crash-course in navigating the roads to successful leadership at our company provided hands-on experience that will serve me well in my career.”

To learn more about LSA Global’s Leaders in Action Learning Program, please visit http://www.lsaglobal.com/learning-solutions/onsite/Bottom-Line-Learning-Leaders-In-Action.asp

About LSA Global

Since 1995, LSA has helped leading organizations create and maintain distinct competitive advantages through people. We are a training and consulting firm that is skeptical of the value of stand-alone training. For development to provide value, we believe that learning should be approached as a business change initiative–not as an event or employee benefit.

Our solutions focus on full implementation in the areas of:

  • Assessment
  • Sales Revenue Growth
  • Leadership and Management Performance
  • Project Management Performance
  • Measurement

We believe our clients’ success in the marketplace is realized through increased revenue, decreased costs, and higher productivity.

We are fiercely devoted to the success of our clients and proud that over 85% of our business comes from repeat business with satisfied clients and that we have a 97%+ customer satisfaction rating.

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The customized leadership program was very practical and achieved our goals. LSA adapted very well to our group and the situation and helped us build trust and awareness of successful leadership styles. We look forward to the next steps.

Erik Okholm
Director of Software Development

LSA brought a very effective training design, and implementation approach to help us create a common language around our corporate training. As a fast growing company with a geographically dispersed workforce, their expertise in this area was invaluable to us in driving consistency, creating a sense of belonging for our employees, and developing a common language for all of us to use.

Binod Taterway
CEO

Blue Canopy

The sales negotiations training program was awesome. The facilitator was excellent. We are immediately able to see the relevance and apply it to specific needs at Blackhawk. The preparation and energy was very apparent. The facilitator did a great job keeping the class engaged for the entire day and focused on what mattered most to our success. I am very pleased with the results and like the very relevant and applicable sales negotiations tools. Great job.

Jack Lord
Vice President of Sales

Blackhawk Network

LSA was very thorough during all phases of our customer service strategy process: the pre-meeting, the meeting and post-meeting. Their time spent with management and our employees went very well. LSA’s write-up of what was said was very insightful. Their suggestions for the future were also very valuable. I can’t think of any phase of the process that wasn’t first class.

John Lynch
CEO & President

ESCI

LSA has a very unique and powerful methodology regarding learning and learning strategy. LSA’s ability to overcome skepticism, obtain executive support, and create an aligned learning strategy that provides measurable business impact is second to none. They partner with you to understand your goals, flex to your needs, and solve your problems – all within your budget. They certainly help make my job easier and are a pleasure to work with. I highly recommend LSA to anyone trying to connect the dots between strategy, skills, knowledge, and results.

Noelle Van Vlierbergen
Human Resources Director

AKQA

We engaged with LSA Global to help our team identify opportunities to accelerate our commitment to sales excellence as “The Service Revenue Performance Company” in our market place. The facilitator’s shared passion for our goals created a foundation for sales skill adoption, as did LSA’s keen understanding of our unique business environment. This insight allowed LSA to deliver customized business sales training workshops which were adapted to reflect our specific business dynamics and provided our employees with the models and tools to leverage on every call with customers.

Grant Clarke
Director Client Delivery

Service Source

You have become our premier change leadership strategic partner. Your expertise in the human side of change is unparalleled and enabled our company to successfully implement our ERP Solution under challenging and ever-changing circumstances.

Ted Ramlet
CIO & SVP

McKesson

In an effort to establish a solid foundation of consultative selling skills for our client-facing teams that can be built on over time, we engaged with LSA Global. By understanding our business and our markets, LSA Global was able to develop and deliver the relevant skills, tools and processes that have established the foundation for our future success. We are very satisfied with our decision.”

Kevin Wiley
Chief Operating Officer

Nelnet

LSA’s Customized Project Management workshop exceeded our expectations. The facilitator was a true expert in both the content and our industry. They really understood our priorities and helped us learn not only the best practices in Project Management, but how to apply them to our specific environment. I would highly recommend them to anyone looking to create the foundation for successful projects and project teams.

Dave Musolf
Director Program Management

Palm

We engaged with LSA Global to share best practices around Rapid Instructional Design and to develop, design and deliver an education session that taught our property owners the benefits of our Customer Loyalty program.  We found LSA Global’s team to be collaborative, insightful, prepared and nimble, especially given that the time frame for the project became compressed.  We look forward to continuing our strategic partnership.

Annmarie Fairweather
Vice President Brand Service

This was our first experience working with LSA, and we were not disappointed. From beginning to end, they were as invested in making sure the program succeeded as we were. They not only met the needs of our organization, but they helped us meet our very tight launch deadline. The consultant operated with the sense of urgency necessary to ensure that by the end of the training the trainer sessions we were ready to roll the program immediately out. Without their dedication and expertise we would not have been able to launch the program with the success that we did. Thank you LSA for being a valued business partner!

Erin Surprise
PHR, Manager - L & D

LSA has been a tremendous asset to my portfolio, both at my current company and my past company. As an HR leader, I am always looking for ways to find external resources that can provide a solution to our management training needs. LSA does that for me. Their solutions are presented in a much more leadership-oriented manner so as to be crisp, business relevant, and easy to apply right back on the job. I will continue to augment our programs using LSA solutions.

Ken Boehm
VP of Human Resources

The LSA customized Organizational Alignment Survey gave us a comprehensive view of how our employees experience our culture, talent and strategy.  Equally important, the survey and implementation process goes well beyond the typical engagement survey.  The systemic approach provided us with a great forum to discuss the strengths and opportunities in our organization, and then to quickly get focused on the key actions critical to executing our business and people strategies.

Mark Forrest
General Manager, FSM Division

Trimble

The project management training program was really great. It was extremely helpful to me as a manager to be strategic during a time of explosive growth and change. It was fully customized to our industry and our needs, everyone came out of it with a solid direction of next steps, and the satisfaction scores were wonderful. It could not have gone any better. The team is still talking about it and looking forward to more. We are excited to take the next steps with LSA Global and implement the project management best practices in a way that works for our unique culture.

Karen M. Inzilla
Director, Sales Operations

Blackhawk Network

LSA Global’s negotiation training assessment and workshop provided sales negotiation tools and practices that have significantly enhanced our negotiations process. Their facilitators understood our business, its challenges and framed the learning in a way that we understood. I am very happy with the value we have received from this program, and would highly recommend LSA to others looking to improve their sales negotiations results.

Jeff Bizzack
President

Service Source

Having tripled in size and recently merged, LSA helped our executive team to increase our level of strategic alignment, solidify our new direction and push our agency forward. As we look to rapidly scale, the clear and actionable critical few strategic moves combined with how we differentiate ourselves to our top accounts and target clients has really set us on a great path to success. This is exactly what we needed to get to the next level.

Matt Britton
CEO

I have worked with LSA Global at previous companies and welcomed the opportunity to bring them in to support my new organization. We worked closely with LSA to design a solution for our Client Partner Teams and Management Training on both coasts. LSA designed a customized solution for our business and organizational culture. LSA is a quality organization, one that I’d recommend to any company looking for a first class training and consulting partner that makes an impact.

Laurie Torres
Chief People Officer

LSA exceeded all my expectations. We interviewed 7 potential training and consulting partners and selected LSA due to their expertise, flexibility, and breadth and depth of solutions. We were able to construct a management training course from the modules most appropriate to our needs, and are able to provide additional training from their well developed portfolio of experts. Our managers galvanized as a team throughout the session and are better prepared for the rigors of a competitive market.

Mitch Mandich
CEO

Edify

I just wanted to let you know how pleased I am with how the new employee on-boarding project went. The end product is wonderful! LSA has been great to work with. I really appreciate all the flexibility and the high quality.

Laurie Torres
Vice President of Human Resources

PDL

Avon’s success is dependent on strong relationships among our Customers, Representatives, Associates, and outside resources we hire to help us meet our business objectives. We were very pleased with the results from working with LSA Global to design and facilitate a custom program for our events management team. LSA demonstrated responsiveness, flexibility, and an innovative approach to working with us.

Deanna Rudnitsky
Senior Manager, HR Destiny Sales Region

We partnered with LSA to help custom design, deliver, and measure an advanced new employee on-boarding and measurement process. The process was well thought out and bought into by sales leadership. The combination of targeted sales tools, technology, coaching, performance plans, training and reinforcement made all the difference.  The pilot program in EMEA was a big success and the solution quantifiably improved new employee and hiring manager satisfaction and increased the speed to sales quota for new hires. We are continuing to work with LSA Global to scale the program in other GEOs and expand to cover more roles at VMware.  I would recommend LSA Global for any sales enablement team looking to increase the engagement and speed to productivity of their sales force. We are excited to implement the program globally across VMware as we continue to scale.

Rochana Golani
Director, Global Field Readiness

We have found LSA to be highly responsive to meeting our unique needs in learning and development. Their passion for high levels of business relevancy, customer satisfaction and quality align very closely with our core values.  Kudos to LSA Global.  They delivered exactly what I wanted under ever-changing conditions.

Laura McHugh
Director of Training and Organizational Development

Gilead

LSA’s Employee Engagement Consulting and Survey work has provided critical visibility into: how well our people are holding up under the general economic environment, as well as, the specific challenges that face biotechnology companies in their efforts to discover and develop new medicines; their level of alignment and commitment to XOMA’s Vision and mission critical strategies; how leadership practices and management systems support an environment that engender commitment, and the specific actions that our leaders can take to improve on areas that are important to our people. I highly recommend LSA’s employee engagement solutions.

Chris Wells
Vice President, HR and IT

LSA is an excellent training outsource partner! They listen to our needs, are responsive and work at a pace that keeps up with ours. We have found LSA to bring strategic and innovative solutions to meet our business problems by partnering effectively with our staff. I consider them to be an external extension of our team.

Wendy Chinn
Sr. Director, Global Sales Enablement

We value our relationship with LSA Global. We came to LSA because we wanted to improve overall behavioral based interviewing capabilities of our managers to increase the probability of both hiring top talent and future leaders. LSA designed a highly customized solution for our business and culture. We are currently rolling out this solution to our leaders. I would highly recommend LSA Global as a top quality resource.

Rae Phillips
HR Project Manager - Training & Development, PHR

We partnered with LSA Global to help us invest in our people. LSA designed a modular and customized management curriculum that allows us to deliver top quality solutions to our managers and leaders. We consider LSA to be our learning and development partner and our LSA consultants to be an extension of our team.

Lisa Bruun
SVP Human Resources

Ellie Mae

We engaged LSA to design and deliver a 6-month custom executive coaching program for a group of our key leaders. The focus of the program was to help a core group of senior leaders to leverage previous investments in management training, to ensure the engagement and retention of key employees, and to push critical strategic initiatives forward. Even with the high expectations of our senior people, LSA has completely exceeded our expectations. I would recommend them to anyone looking to create and implement a custom coaching methodology using proven tools to drive true change.

Ivan Fukumoto
Senior HR Manager - Staffing, Training, & Development

The Next Generation Management Development courses have helped me communicate more effectively with my peers and teammates. By utilizing effective communication techniques such as clarifying and confirming, and asking open ended questions, I have been able to clarify and understand information in situations where I would have otherwise asked limited questions and made false assumptions.

Robert Breckner
Firmware Engineering Manager

I wanted to let you know how much I enjoyed working with LSA on the design and delivery of the experiential new employee on-boarding training. I’ve been getting tons of positive unsolicited feedback. You truly exceeded everyone’s expectations.

Steven Gray
US Enterprise Services

LSA custom designed a Management Development program that is absolutely “on target” for our technical managers. Their facilitator has done a superb job delivering the material in a way that is fast paced, highly interactive, and fun. She presents practical solutions to the people situations that our managers face every day. I regard LSA as an excellent partner that understands our business needs and a virtual member of our HR department.

Judith Onton
Vice President Human Resources

Congratulations on your pro-activity in establishing this program and developing such an effective New Employee Orientation course.

Farhat Ali
President and Chief Executive Office

Fujitsu

On behalf of Roche and my staff I would like to sincerely thank you for your help with this. The English as a Second Language (ESL) assessment and coaching that you provided for our team was a great success.

Cam Greig
Associate Director

Roche

We turned to LSA Global to help us take our executive selling and solution selling skills to the next level. Their ability to formally assess our situation, identify key sales skill gaps, develop a plan to measure the results, and fully implement a key sales initiative – has been outstanding. LSA delivers the full solution; not just sales training.  I recommend them to any organization looking to transform its sales force the “right way” to sell higher and wider.

Daniel Heckman
Director of Sales-Enterprise Accounts

Avid

We selected LSA Global over 5 other companies to help our key executives improve their overall communication and executive presentation capabilities. LSA exceeded our expectations. Everyone had a great experience and are now incorporating the lessons into their teams. I highly recommend LSA to any executive team looking to better organize and more effectively deliver key executive-level messages when the stakes are high.

Todd Power
Office of the CEO

We engaged with LSA Global to deliver a sales territory planning and management workshop. LSA Global had a unique ability to quickly understand our business and needs. This keen understanding allowed for tailoring of content that was specific and impactful, which created a new awareness of how one’s role and how and with whom one spends their time, can directly influence sales success. Their facilitators were well prepared and ingrained themselves to become one of us. We’ve come to see LSA Global as a partner.

Pratiksha Patel
Assistant Vice President Talent

L'Oreal

We partnered with LSA Global to help us provide the most effective customer service skills for our associates. Guided by our Service Promoter and Customer Service Satisfaction scores, we sought to partner with an organization that could provide customer service training and consulting programs for a diverse set of employees, communicating with customers via phone, email and in person, and with varying levels of knowledge and tenure. I’ve already gotten emails from customers saying that they’re seeing a change.

Radiology Field Service Leader

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