Technical and Professional Skills
Enabling more meaningful client conversations, Global Insurance Company
Problem
Our client, a global insurance company, was focusing on increasing its market leadership and penetration within the multinational client arena (which spans over 130 countries). To do this, the client identified the need for increased thought leadership across the firm.
Solution
Based on this request, Intuition worked with the client to develop a central repository for all relevant multinational insurance content designed to educate all internal and external client-facing staff, including business partners, brokers, reinsurers, and more.
Elements of Solution
- Advisory Services
- Custom
Overview
Phase 1 – Determine Necessary Content and Style
Intuition initially consulted with the client to determine what was to be included in the training. It was determined that the training required different scenarios to challenge learners to apply what they have learned, make decisions, and address certain situations in a way that allows them to “experience” their role in a safe, learning environment.
Phase 2 – Content Development
Based on this request, Intuition developed training consisting of a 90-minute course, two videos, and multiple embedded resources delivered on a customized Multinational Insurance Portal. The course is accredited by the Chartered Insurance Institute (CII) for 1.5 hours of Continuing Professional Development (CPD) credits.
Outcome
The program is accessed externally 24/7 anywhere with an internet connection via the customized portal. As the program was designed and developed for an external audience of brokers and clients, the portal page was designed with a 100% customized look in line with the client’s external website to ensure retention of brand integrity.
Risk and Compliance
Effecting a values-based compliance culture, Global Life Science Company
Problem
Ahead of their 2019 Compliance Training Program, this Client was looking for new ways to encourage curiosity, promote intrigue and start positive conversations around compliance. The objective of the required solution was to develop the Client culture in a fun, compelling, interesting way by putting a strong emphasis on highlighting the value of integrity.
Solution
Intuition developed a campaign based around a series of short videos aimed at addressing misconceptions and blatant compliance misses in a humorous way. Before the launch of the videos, we released an intriguing teaser campaign, and created the concept for a follow-up program to convert the feeling, emotion and connection to action about the compliance program.
Elements of Solution
- Advisory Services
- Custom Content
Overview
Intuition was selected for this project based on their reputation for providing innovative and creative ideas for engaging with learners as well as stylistically capturing their attention.
The campaign had three key sections:
Teaser Videos
The teaser campaign created intrigue, conversation and interest in the upcoming video series. As part of the campaign initiation was the creation of Branding Assets and messaging for their Compliance group that could be reused across all eLearning and campaign assets.
Targeted Video Series
A series of 6 episodes. Key messaging was carried throughout each episode.
Follow-Up Program
The video series was followed up with reinforcement materials to provided spaced learning as well as additional touch points. Additional video segments were also used for Townhall meetings. The follow up program also included large banners that extended to campus shuttle bus sides and bus shelters across the client campus with imagery from the video series.
Outcome
The campaign was received extremely well with positive feedback from the learners and stakeholders
Onboarding and Induction
Coordination of a global sales approach for new hires, Corporate Services Firm
Problem
Our client, a corporate services firm, had an aggressive target to double its sales within the financial year. With an active merger and acquisition strategy, the ability to upskill new staff on an ever-expanding product list was essential to meeting its financial goals.
The client approached Intuition to assist with the creation of training to support staff with knowledge of its services, clients, clients’ needs, and how its business units were organized to meet these needs.
Solution
Intuition created a unique suite of eLearning courses to engage both new hires and existing employees. The mixed blend of content was designed to educate and increase the learner’s knowledge, skills, and confidence.
Elements of Solution
- Advisory Services
- Custom
Overview
Phase 1 – Analysis
Intuition conducted an analysis to evaluate the existing onboarding training curriculum and to recommend a revised learning solution. Following several calls with the client and a review of existing material, Intuition conducted an initial one-day onsite analysis to get a broader understanding of the challenges that a new hire faced, and information on what they needed to know to decrease their time to proficiency in their new roles.
Phase 2 – Content Development
Intuition created a lively eLearning course designed to engage both new hires and existing employees. The course offered more than 20 bitesize learning assets, with total seat time of 2 hours. The content suite included a mix of short videos, animation, and activities.
Outcome
Upon completion of the learning assets, learners unlocked “The Challenge” a gamified assessment where a user’s knowledge was tested against the clock. This sleek, sophisticated course received rave reviews from our client and their employees who enjoyed the creative methodology used to transfer knowledge.
Change and Transformation
Transformation to a value-based sales methodology, Global Medical Devices Company
Problem
Our client, a leading global manufacturer of medical diagnostic equipment, underwent a comprehensive sales enablement restructuring. The company wanted to transition to a value-based sales model, which required a complete re-think and re-engineering of the its outdated and misaligned product training library. The mobile workforce also needed access to training while on the road, during downtime and in preparation for meetings with customers.
Solution
To align product knowledge training within the framework of the new sales methodology, Intuition designed and developed 10 hours of interactive, customized sales product courses across six product families for deployment to the client’s mobile sales force through desktop and iPads.
Elements of Solution
- Advisory Services
- Custom
Overview
To fully understand the client’s problem, Intuition undertook a strategic review of the existing curriculum and modules to assess their alignment with the new sales model.
A key part of developing the new training was to reinforce and incorporate the new sales methodology. The outcome was a new sales process diagram, which also included a custom interactive infographic that was used as a prominent visual element throughout the curriculum. This created a strong memory trigger to help the user keep track of the sales process throughout each course, appearing at strategic points in each module.
The curriculum included a rich suite of interaction types to engage the user and provide a dynamic level of information architecture. Users could click hotspots to display relevant information, such as the functions of different buttons on a device and explore complex tables and diagrams.
Customized rich media was developed to demonstrate complex bodily systems to show a basis for the use of products. Understanding these bodily systems is paramount in communicating with physicians on the effective use and benefits of their products.
Outcome
The product training covered a lot of the information employees required, allowing instructors to focus their time on providing the requisite expert-level education and specific practice using the devices. The modules were used as pre-work ahead of this type of practical classroom training. This reduced the amount of desk-based training global field employees needed to undertake by 1 week per year.
Customer and Partner Education
Building higher value relationships with partners, Global Airline Company
Problem
This major US airline was seeking to forge closer connections with its external agents to increase its sales. The goal was to redesign its existing University site by providing a more seamless learning experience and by better equipping learners with the tools and resources to complete advanced sales training.
Solution
Intuition worked with the client on the delivery of a fully customized portal to house re-designed and rebuilt client content to ensure a seamless and engaging experience for the learner. The brief was to ensure the deployment, design, and tracking of this training was comprehensive, cost-efficient, and user-friendly for both internal and external agents and administrators.
Elements of Solution
- Advisory Services
- Custom
- Technology
Overview
Intuition initially consulted with the client in the form of a three-day design workshop to explore how the client’s content for partner reservation sales agents could be created and deployed.
Phase 1 – Content Analysis Session
The content analysis reviewed the type of material that is delivered and proposed the best media delivery for each lesson based on the learning outcomes.
Phase 2 – Curriculum Visual Design
A curriculum visual design was created which included the design of the Site Menu/Entry Pages and designs for up to three screens.
Phase 3 – Content Development
The outcome of phases 1 & 2 was a blueprint for how the course framework would look, along with potential treatments that would be utilized to deliver the content. During phase 3, the content covering all modules was designed in the new format.
Outcome
The renewed content and learning portal was rolled out to over 10,000 geographically-dispersed learners. The client did not make the training mandatory but encouraged learners to explore the material in whichever order they found most useful. With learning objects ranging between 3-10 minutes, learners were empowered to quickly search for and launch highly targeted training. The platform and courses were built to be both desktop and iPad compatible.
Sales and Product Knowledge
Ensuring compliant sales practices, Global Financial Services Company
Problem
Our client, a leading financial services and media company, wanted to implement a new training and communications program aimed at its sales professionals. It was felt that there was a risk that these employees, in a rush to win deals and close business, were neglecting to thoroughly communicate the company’s data usage policy and licensing terms.
Solution
Intuition worked with the client to increase staff awareness on managing the sales process and customer interaction to ensure proper client data usage. The training was designed to ensure key facts about the data usage compliance policy were understood while also promoting overall “good sales habits”.
Elements of Solution
- Advisory Services
- Custom
Overview
Intuition began by analyzing the behaviors and “habits” sales professionals exhibited throughout the sales cycle, and how these influenced their communications and interactions with the customer.
To change existing behaviors, it was important for the training to challenge sales employees’ assumptions about the sales process, highlighting good and bad interactions when managing customer inquiries throughout the deal. Intuition decided to extrapolate the good and bad actions to demonstrate habits a salesperson brings to their daily routines in and out of the office.
We presented two characters played by the same actor to bring to life the consequences of these good and bad actions and show how sustained long-term success is the result of an accumulation of good actions, which grow to become habits. Using the same character was intended to be humorous, but worked to support the concept that all employees are capable of good and bad behavior in different workplace and life scenarios.
Outcome
Four weeks post-training, the client confirmed there was a significant improvement in salespeople following the correct procedures when closing deals and communicating the company’s data usage policy and licensing terms.
