Driving Organic Growth and Profit Improvements at Global Packaging Giant with Delta Learning

1. The Challenge:

After a period of strategic acquisitions, the company, faced challenges in driving organic sales growth and addressing profit leakages at their most strategic “Must-win” accounts.

The new leadership team recognised that the company’s future growth depended on their ability to go-to-market as one cohesive entity.

To achieve this, they needed to align cross-functional teams, break down organisational silos, and implement effective negotiation tactics to better serve their customers’ emerging needs.

2. The Solution: Delta Learning’s Growth Accelerator Programme:

The Company approached Delta Learning, to address their challenges who designed a bespoke version of their Growth Accelerator solution aiming to leverage the full breadth of the company’s existing product and service offerings to serve emerging customer needs.

Key Components of the Solution:

• Cross-functional Alignment and Negotiation Tactics: The programme focused on driving cross-functional alignment, identifying new engagement models, and creating scenario-based negotiation tactics to enhance the company’s go-to-market strategy.
• Enterprise Account Portfolio Initiative (EAPI): Sponsored by the CEO, EAPI helped break down organisational silos, enabling the company to engage with strategic accounts as one unified company. This initiative facilitated the identification and pursuit of new business opportunities.
• Value Driver Library: A Value Driver library was created to support new business opportunities, incorporating key measures and metrics identified during the programme to improve deal closure rates.
• Embedding a Value Calculation Culture: The programme embedded a culture of value calculation and validation through customer ‘listening events.’ Account teams created value proposals, observed initial customer feedback, and iterated to align with customer needs.

3. The Impact:

The implementation of the Growth Accelerator programme had a profound impact on the business:

• Identification of New Business Opportunities: The programme led to the identification of approximately $500 million in new business opportunities, showcasing the effectiveness of the strategic approach.
• Profit Improvements: achieved $150 million in profit improvements or negotiated business outcomes based on an analysis of 10 key accounts, addressing profit leakages and driving sustainable growth.
• Mindset Shift: The programme facilitated a mindset shift from an “inside-out” customer engagement approach to one that is “outside-in,” focusing on meeting customer needs and fostering stronger customer relationships.
• Net Promoter Score (NPS): Account teams reported a Net Promoter Score of over 80% since the inception of the Growth Accelerator programme, indicating high satisfaction and endorsement of the programme’s effectiveness.

Benefits of Working with Delta Learning:

• Tailored Solutions: Delta Learning’s ability to customise the Growth Accelerator programme to the company’s unique challenges and objectives ensured maximum relevance and impact.
• Strategic Focus: The programme strategically focused on aligning cross-functional teams, breaking down silos, and implementing effective negotiation tactics, directly addressing the company’s growth challenges.
• Quantifiable Results: The programme delivered tangible and quantifiable results, including the identification of new business opportunities and significant profit improvements, demonstrating the effectiveness of the solution.

In conclusion, the partnership with Delta Learning, not only addressed the company’s immediate challenges but also laid the foundation for sustained organic growth, profitability, and a customer-centric approach in the packaging industry. The Growth Accelerator programme showcased the transformative power of strategic learning and development initiatives.