International delivery of training to develop key communication skills essential for business growth
The client
VMware is an extremely innovative, fast-growing and dynamic IT company specialising in virtualisation. Essentially they transform hardware into software. Virtualisation lets one computer do the job of several computers, by sharing the resources of a single computer across multiple environments. This saves companies time and money.
VMware operate globally and work collaboratively with a range of business partners. Their clients range from individuals/small businesses to large multinational organisations.
The challanges
VMware is an ambitious, sales driven company that has grown rapidly over the last few years. They came to us with three key areas of communication to develop.
To achieve their plans they needed to recruit and train a large number of people in a short space of time. To ensure they employ the best possible people they identified a need to equip line managers with the skills to interview effectively.
Many of their sales support team have great technical expertise but needed help in improving their client presentation skills. Some are required to present to large groups of up to 200 people.
VMware operate with a matrix style management structure – often with staff working in remote locations. This combined with the fact that they work with numerous business partners means there is a need for clear communication and for staff to be able to handle potential misunderstandings with confidence and ease.
They were looking for a training partner with global reach to support them by providing a consistent approach with local differences that meet the needs of a range of cultures.
The solutions
Working closely with the US HQ, EMEA and APAC HR teams Speak First put in place a training programme to equip managers and staff with the skills they need to continue to grow the business.
We designed and delivered a highly practical tailored Interviewing skills course focused on their specific needs and competencies. The aim was for managers to focus attention on the applicant’s actions and behaviours rather than subjective impressions which can be misleading.
Our Presenting with NLP course combines presentation skills with a powerful form of applied psychology. NLP is about modeling excellence and those who attend this course – whatever their skills level – reap the benefits and start to deliver clear, coherent presentations with confidence.
We designed and delivered a bespoke Managing Conflict course to meet the specific needs of managers at both advanced and intermediate levels of experience. This included activities and exercises relevant to the type of situations participants face. The aim was to equip people with the tools and skills to manage difficult situations. Extended DISC was used to help them handle those who have different ways of working.
The outcomes
Speak First has built a close working relationship with VMware which allows us to deliver training that meets their needs. Our courses have now been successfully delivered in a range of countries across the world including UK, France, Germany, Bulgaria, Shanghai and Sydney.
The Interviewing Skills training was described as “Just perfect” by one Senior Product Marketing Manager and continues to ensure that hiring decisions produce people with the right fit for the organisation, saving wasted effort and money on inappropriate recruitment.
Those who attended Presenting with NLP have improved confidence and ability to present at large scale events and in client meetings. One Distribution Manager said “This course will improve my presentation skills and delivery of content no end. I am more confident to deliver to all types of audiences. A great tool that no sales presenter should be without.”
Those who have attended Conflict Management training have acquired new strategies for handling
disagreements and know what to do when they meet resistance or are faced with difficult behaviour. One manager said “Extremely effective as always. Consistently high standard from Speak First.”
Plans are in place for further training in 2009 around the world.