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Frost & Sullivan Scoops Another Industry Award


2/19/2014 9:42:11 AM

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LONDON – 19th February 2014 – HELIX, a consultative selling and management development programme created by Frost & Sullivan in collaboration with Houghton, picked up a silver award in the ‘External Learning Solution of the Year’ category at the Learning Awards. During a lavish ceremony held at the Dorchester in London, Frost & Sullivan and Houghton received their trophy and congratulations from an audience of over 450 learning & development professionals, industry gurus and business leaders.

With a record number of submissions from individuals and organisations across the globe, and against some very strong competition, including QA in partnership with Qinetiq and NKD Learning in partnership with DHL, the judges believed that the HELIX programme was truly outstanding. Alan Bellinger, Chair of the Judging Panel, said “The HELIX programme was both innovative and had a huge impact. The judges were especially impressed at the way that Frost & Sullivan had really understood the client’s business goals, and delivered a powerful, ground-breaking programme that generated real business benefit. It delivered an increase in gross margin, and became the catalyst for cultural and behavioural change within the organization. But, far more than that, it fostered a sustainable learning culture that is having a real impact across the organization.”

HELIX brought together a disparate European sales team to sell consultatively in alignment with the company's Customer Intimacy strategy. Within 12 months of completion, the programme delivered adoption of standard sales processes, tools and systems. It also increased customer intimacy and satisfaction based on greater appreciation of value and a partnership approach. Furthermore, it generated an increase in gross margin by four times the original target, from selling higher value products and services.

“To win a prestigious learning award is an outstanding achievement by all involved,” commented Emlyn Middleton, Business Unit Leader for GIL University at Frost & Sullivan. "It supports our belief that developing sales capability goes well beyond simply delivering courses. The approach we have taken in partnership with Houghton – focusing on linking training, informal learning networks and real time activities, and sustaining it through real commitment to action – validates the need to look past the sales jargon and dive into the heart and soul of what value really means to clients in today’s world. I’m really proud to be associated with this partnership, and would like to thank Houghton and the Frost & Sullivan team for creating something that continues to deliver value for both Houghton and their customers.”

On winning the awards, Steve Taylor, President - Houghton Europe, Middle East & Africa commented; “On behalf of the team, I am delighted that their outstanding work to take HELIX consultative sales training above and beyond my expectations was recognised at the Learning Awards. I have worked for several great companies over the years and had the benefit of their training, but this programme surpasses all and is truly world class.”

Frost & Sullivan and Houghton also received gold and silver awards for ‘Best Sales Programme’ and ‘Best Practice in Learning Transfer’ categories respectively, for the HELIX programme, at the Training Journal Awards ceremony, hosted at the end of last year.

To find out more about our multiple award winning HELIX programme and how our approach could help grow your organisation, please contact Anna Zanchi, Corporate Communications, at anna.zanchi@frost.com.

About Frost & Sullivan

Frost & Sullivan, the Growth Partnership Company, works in collaboration with clients to leverage visionary innovation that addresses the global challenges and related growth opportunities that will make or break today's market participants. For more than 50 years, we have been developing growth strategies for the global 1000, emerging businesses, the public sector and the investment community. Is your organization prepared for the next profound wave of industry convergence, disruptive technologies, increasing competitive intensity, Mega Trends, breakthrough best practices, changing customer dynamics and emerging economies? Frost & Sullivan's GIL University practice specialises in delivering performance improvement through people. Contact frost.learning@frost.com or call +44 (0)207 915 7878 for more details.

About Houghton

Houghton is the world's largest and one of the longest established suppliers of specialist industrial metalworking fluids, fluid management systems and services. www.houghtonglobal.com

About the Learning & Performance Institute

The Learning and Performance Institute is a global institute for learning and development professionals. Through an unrivalled range of membership, certification, accreditation, events and bespoke consultancy services, the Institute focuses on enhancing and recognising the skills and professional status of individuals and organisations engaged in learning activities, and assessing the quality of learning services. Established in 1995, the Learning and Performance Institute consists of over 3,000 individual members and 400 accredited organisations. For information, visit www.learningandperformanceinstitute.com

About the Learning Awards

The Learning and Performance Institute hosts the annual Learning Awards to recognise outstanding examples of high standards, best practice, innovation and excellence within the Learning & Development industry. The awards are presented at The Dorchester, Park Lane, London, at the Institute's prestigious Awards Dinner, held in February each year.

Contact
Anna Zanchi
Corporate Communications – Europe
P: +39.02.4851 6133
E: anna.zanchi@frost.com

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