Case Study 2: Well-known Food Products Company

Challenge

A well-known food products company instituted major changes in the processes and systems used for planning, executing, and managing sales. It sought the services of Vangent and Expressworks to build an integrated communications, change management, training, and performance support program to help rollout this new sales initiative.

Solution

This very comprehensive program consisted of many components including:

• Technical, job task, and process analysis to assess the new process and implementation environment
• Multi-pronged marketing and communications strategy (e.g., email communications, brochures, posters, brown bag seminars, and campaign branding)
• Change Management—incorporated directly into courses via engaging discovery activities
• 48 hours of instructor-led training and 7 hours of web-based training, followed by a comprehensive certification program
• Choreography and design of the National Sales Meeting; a key launch point for the new sales initiative
• Knowledge bank of job aids

Results

• Increased mindshare for the initiative early and often through frequent, compelling messaging and a program branded campaign
• Allowed participants to discover for themselves the changes that would happen—proactively addressing their concerns while identifying the benefits through discovery activities
• Enabled employees to address specific concerns in an open and comfortable environment through frequent brown bag seminars
• Drove adoption, readiness, and enthusiasm for the new initiative through a carefully integrated change management, communications, training, and performance support approach
• Maximized utility of learning components—e-learning modules and knowledge bank job aids were used to continue training over time and to provide just-in-time training and support as needed