Case Study:
CooperVision Global
Creating global key account excellence
The challenge
CooperVision wanted to strengthen key account management capability and create a consistent approach to joint business planning across their three regions – EMEA, the Americas and APAC. The challenge was to make one global framework practical across different customers, channels, markets and languages, while still ensuring KAMs, line managers and local leaders could apply and embed it.
Our approach
We shaped the delivery as a connected regional programme where we aligned the agenda with multiple stakeholders and built bespoke CooperVision case studies, including examples developed with each local region to ensure a joint approach across markets.
We led a 3-day facilitated workshop, rich in learning, which then we reinforced the workshop learning with focused follow-up action learning circles. We refined the training into a repeatable cluster model, enabling local language delivery though simultaneous translators – delivered in Korean, Japanese and Chinese.
Ahead of each workshop, we adapted delivery to ensure regional relevance. Local champions helped create showcase case studies to create advocacy. We then worked with the CooperVision team to agree how the outputs would be embedded and the workshops rolled out to further teams. This design approach balanced global consistency with local relevance, enabled roll out delivery at pace while creating a sustainable legacy of learning.
The results
By linking global content to local cases and live account work, the programme was designed to deliver more consistent, insight-led joint business plans. Delivering follow-up coaching worked incredibly well with participants allowing the learning to fully embed, with numerous participants stating the training was amongst the best they had ever received.
KAMs walked away with a common process, upskilled sales proposals, and a real working output to take forward when engaging with customers.
Quote
Ben Terrell
Global Key Account Strategy Commercial Excellence Director
CooperVision
