A water company CASE STUDY
The challenge
Ranked last in behavioural assessment
Our client was one of four consultants working on a contract with a water company.
They had the technical expertise to deliver but client relationships were poor (they were ranked last in their client’s quarterly behavioural assessment process).
They were asked to re-tender for their contract – and their immediate need therefore was to retain the work.
What we did
A number of interventions were made:
- A new Framework Manager with collaborative leadership skills was appointed.
- We fast tracked the team’s understanding of the collaborative behaviours required of them, through intense training and coaching.
- We worked with the senior team to create a bespoke ‘behavioural change’ implementation plan.
The result
Successfully renegotiated
Our client retained the contract, after which we worked with them over a period of two years to deliver the behavioural changes they had promised. At the end of that time, our client had progressed to the top of their client’s behavioural assessment measures.
This change in performance and other major contributing factors meant that they successfully renegotiated the contract with a 5% increase in value.