Overview

Delta Learning’s relationship with Moorhouse Consulting dates back to November 2023, with an initial Business Development Workshop for Moorhouse’s consultants. In January 2025, Moorhouse commissioned a broader Sales Transformation Support programme, sponsored by Jo Milmine and Rachel Eyres, building on the work already done on Moorhouse’s own Sales Transformation Plan. The engagement has continued since, with a refreshed Business Development Workshop and an Account Development Workshop, a programme structure that supports an environment where commercial success depends on consultants, not a dedicated sales function, developing client relationships and opportunities.

What Was Delivered

Business Development Workshops

A two-day, highly interactive in-person workshop, designed to build commercial acumen and confidence in sales conversations. It covered business development in the flow of work, understanding communication preferences through a social styles model, needs discovery and development, advanced questioning skills, communicating value, and pitching. As with Delta Learning’s other business development programmes, sessions were interspersed with role-play scenarios involving actor-coaches playing the customer role.

Account Development Workshop (delivered February 2026)

A two-day workshop covering strategic account planning, consultative selling and value creation, customer relationship management, and identifying growth opportunities through data and insight, underpinned by the MEDDPICC qualification framework to accelerate account opportunities to a more effective close. Participants were asked to bring a completed account plan and, ideally, a live opportunity from that account to work on throughout the training.

Training Needs Analysis

A structured TNA incorporating SHL’s Sales Psychometric Assessments, benchmarking individual and team competencies against the skills critical to sales and account management success, combined with stakeholder and participant interviews to produce a gap analysis and tailored training recommendations.

Objectives

Across the programme, the work was designed to:

Enhance account management capabilities, including strategic planning, client engagement and value delivery.
Deepen understanding and application of the MEDDPICC framework to qualify, forecast and close opportunities effectively.
Identify growth opportunities within existing accounts, with an emphasis on cross-selling, upselling and relationship-building.
Build commercial acumen and confidence in business development conversations, from first contact through to pitching and closing.
Give consultants hands-on experience applying every concept to their own live opportunities and accounts, rather than hypothetical case studies, so they left with actionable, personalised plans.
Standardise best practice across the team and ground the whole programme in a data-driven understanding of individual and team development needs.

Key Outcomes

Moorhouse’s relationship with Delta Learning is now in its third year which is itself a strong indicator of the value Moorhouse has placed on the programme. The scope has also grown over that time, from a single Business Development Workshop in 2023 to a fuller Sales Transformation Support programme spanning business development, account development, training needs analysis and sales enablement.

“A really useful training session with interactive sessions to apply learnings practically. An engaging and supportive trainer also.” — Workshop delegate, Moorhouse Consulting