Challenge

The company I work is a manufacturer and maintainer of elevators, and its core business is  maintenance. The high-level executives of the company were trying to increase another line of  business: modernization. The challenge was to increase modernization sales of elevators, meaning  increasing the number of modernization of elevators from our brand but also from competitors.

Selection

After a few meetings and agreements, the focus became just to increase modernization sales of  clients, mainly because we needed to narrow the goal so we could come up with a plan. So, the tool  I chose for this challenge was Mind Mapping, since we had access to at least one representative of  each stakeholder and we could gather them to get their insights. Mind Mapping would help us to  get all the ideas out there, and link them in a way that would lead us to a possible plan.

Application

I invited the stakeholders to a breakfast in our meeting room, which was prepared with coffee, tea  and cookies so the participants would feel welcomed and in a way, I wanted to thank them for their  engagement. The room had no chairs and it was big enough for 15 people moving around. Before  they came in, I had already placed some sticky notes on the wall with examples of ways to approach  the modernization potential client, which came from surveys we had and data collected previously.

The stakeholders were the high-level executives of the company, one client, two country managers,  the sales manager, two sales representatives and a marketing analyst. The activity consisted on  grabbing the sticky notes that they thought were new ideas, creative and innovative. They could  also write new notes if they wanted to. Then they divided into three groups to search for the insights  behind each sticky note, forming groups of notes below each main topic. Once we had the insights,  I asked the groups to dissolve and link the insights they all had.

Insights

We came up with 20 insights, 15 of them connected to “understanding the specific need of the  client”. The information we got from the tool is that we need to focus in personalized ways of  approaching the client, not massive brochures or emails. We needed to pay attention to what our  customers need, even when then they do not know it yet. From this insight, we had several ideas of  how to do it, so we collected the data and save it for the next step that was the brainstorming.

Approach

I think the tool was correctly chosen, and I would apply it again. Of course, I would improve some  details such as taking away the chairs. It would have been more comfortable for the participants to  sit at some point, and probably they would have spent more time working and sharing.


Challenge The company I work is a manufacturer and maintainer of elevators , and its core business is maintenance . The high - level executives of the company were trying to increase another line of business : modernization . The challenge was to increase modernization sales of elevators , meaning increasing the number of modernization of elevators from our brand but also from competitors . Selection After a few meetings and agreements , the focus became just to increase modernization sales of clients , mainly because we needed to narrow the goal so we could come up with a plan . So , the tool I chose for this challenge was Mind Mapping , since we had access to at least one representative of each stakeholder and we could gather them to get their insights . Mind Mapping would help us to get all the ideas out there , and link them in a way that would lead us to a possible plan . Application I invited the stakeholders to a breakfast in our meeting room , which was prepared with coffee , tea and cookies so the participants would feel welcomed and in a way , I wanted to thank them for their engagement . The room had no chairs and it was big enough for 15 people moving around . Before they came in , I had already placed some sticky notes on the wall with examples of ways to approach the modernization potential client , which came from surveys we had and data collected previously . The stakeholders were the high - level executives of the company , one client , two country managers , the sales manager , two sales representatives and a marketing analyst . The activity consisted on grabbing the sticky notes that they thought were new ideas , creative and innovative . They could also write new notes if they wanted to . Then they divided into three groups to search for the insights behind each sticky note , forming groups of notes below each main topic . Once we had the insights , I asked the groups to dissolve and link the insights they all had . Insights We came up with 20 insights , 15 of them connected to “ understanding the specific need of the client ” . The information we got from the tool is that we need to focus in personalized ways of approaching the client , not massive brochures or emails . We needed to pay attention to what our customers need , even when then they do not know it yet . From this insight , we had several ideas of how to do it , so we collected the data and save it for the next step that was the brainstorming . Approach I think the tool was correctly chosen , and I would apply it again . Of course , I would improve some details such as taking away the chairs . It would have been more comfortable for the participants to sit at some point , and probably they would have spent more time working and sharing .