Global Vision, Local Impact: Shifting to a value-based Partnership approach.
What is at the heart of any successful global initiative? A delicate balance of maintaining global consistency while adapting to local necessities. Whilst not always straightforward, with over 27 years of practice and a dedicated hub to global strategy and local implementation, we know that with the right approach and team, success is inevitable.
Take, for example, a global leader in technology solutions who aimed to transform its sales teams across 15 countries and 12 languages.
Our approach was simple but powerful: a central hub that creates and maintains strategic direction, manages implementation across the globe with local specialists, and keeps people at the heart of everything “#PeopleMakeItHappen”.
This article details how we worked with this global leader to execute a complex transformation with their distribution sales teams globally (China, Korea, Japan, Brazil, USA, UK, France, Germany, Belgium, Netherlands, Hungary, Turkey, India), all while keeping local needs and cultures at the forefront.
The objective
The company’s leadership recognized the need to move from a product-focused sales strategy to a value-based partnership approach with distributors. This required a significant shift in how their distribution sales teams approached selling—moving from simply promoting products to understanding distributors’ business drivers and positioning the company as a strategic partner.
The foundation was for the teams to adopt an “outside-in” approach, where the sales teams would begin by understanding the distributors’ needs and then demonstrate how the company’s offerings could drive value for their businesses.
The challenge:
- Diverse Markets: The company’s distribution sales teams operate in 15 countries, including China, Korea, India, Japan, the USA, Germany, and the UK, each with unique distributor expectations and competitive environments.
- Local Language: Implementing a unified program across 12 languages required precise communication and cultural adaptation.
- Sales Transformation: This was about shifting the entire sales approach from product-based transactions to value-driven partnerships.
- Consistency with Flexibility: While the goal was a consistent global way of working, it needed to be tailored to fit the unique dynamics of each local market.
The solution:
Our success with this transformation was built on collaboration, strategic insight, and a focus on local adaptations. Acting as a bridge between the company’s global headquarters and local teams, we ensured a unified approach that was customized for each region.
Here’s how we did it:
- Global program hub: We coordinated the implementation across all 15 countries from our established central program management hub in Amsterdam. This made it easy for the company’s HQ to stay informed and involved without getting bogged down in the details of local execution.
- Strategic development with local adaptation: We worked closely with the leadership to develop a global strategy focused on value-based partnerships with distributors. We then adapted this strategy to each region by conducting interviews with local sales teams to understand their unique challenges and opportunities. This ensured that while the overall strategy was consistent, it was tailored to resonate with the needs of each market.
- Multi-channel learning: We supported the transformation with a blend of online learning modules, interactive workshops, and on-the-job learning. This multi-channel approach ensured that sales teams could engage with the new value-based selling techniques in a variety of ways, deepening their understanding and facilitating real-world application.
- People-focused execution: Our belief that #PeopleMakeItHappen was central to the execution of this program. We prioritized building relationships with the sales teams, ensuring that every individual felt supported and empowered to make the transition from product sales to value-based partnerships. This wasn’t just about delivering content—it was about fostering a culture of continuous learning and collaboration.
- Ongoing support and local advice: We provided ongoing support to each team, offering guidance and advice as they implemented the new selling strategies (see how we specifically supported leaders). Our consultants were on the ground in countries ranging from China and Korea to Brazil and the Netherlands, working alongside local teams to ensure that the changes stuck and that the teams were set up for long-term success.
The outcome:
- Global Consistency: Despite the diversity of the markets involved, the company’s new value-based partnership approach was implemented consistently across all 15 countries. The centralized management approach made it easy for HQ to maintain oversight and alignment with their global strategy.
- Localized Impact: Each region received a program that was tailored to their specific needs, ensuring that the new approach resonated with local distributors and sales teams alike. By adapting to local market dynamics, the company was able to enhance distributor engagement and drive growth.
- Cultural Alignment: By delivering the program in 12 different languages and adapting it to fit local cultural contexts, we ensured that every sales professional could fully engage with the content and apply it effectively in their day-to-day work.
- Sales Transformation: The sales teams embraced the new value-based partnership approach, shifting their focus from simply selling products to becoming strategic partners for their distributors. This change in mindset has not only improved sales performance but has also strengthened distributor relationships across the board.
The conclusion:
Our work is an example of how to successfully approach a global change transformation.
From our central hub in Amsterdam, we coordinate large-scale transformation programs that span the continents, ensuring that local execution is as effective as the global direction.
We develop strategies in close collaboration with our clients’ HQ teams, ensuring alignment with their global vision. But we also know that success in global implementation comes from understanding and adapting to local needs.
With a strong network of consultants across the globe and a people-first philosophy, we consistently deliver impactful results.
Whether it’s navigating the complexities of working in China, Korea, and Japan or implementing best practices in the USA, Germany, and Brazil, our global reach and local expertise set us apart.
If you’re looking for a partner to support your global transformation, reach out to us csimons@pawlik.nl. We have the experience, the network, and the expertise to deliver success every time, no matter where in the world you operate.
