Cultivating a Business Development Culture with Cobalt
Cobalt, a specialist recruiter in Real Estate and Construction, found itself facing new challenges as the recruitment market evolved. While they had been successful in managing relationships with existing clients, they felt a new approach was needed to boost their sales and business development strategy.
After getting in touch with APSCo’s Talent Development team, APSCo developed a tailored training programme for Cobalt, designed to help them meet the changing demands of the recruitment market and gain a competitive edge in attracting new talent.
Tailored Training for Success
After discussions with Cobalt’s leadership, the ‘Strategic Sales for Experienced Consultants’ course was chosen for its track-record of delivering real results. The goal was to equip consultants and managers with the skills and mindset required for a robust sales culture.
APSCo customised the course to fit consultants at all levels, focusing on self-awareness, realistic target-setting, and accountability. The practical course allowed consultants to set realistic financial targets, evaluate their business mix, and set clear and achievable actions for growth.
Consultants learned to manage their own performance, creating quarterly business plans to guide their actions. Managers also received training to support and hold their teams accountable, ensuring everyone was on the same page.
Key steps included a launch meeting to engage everyone, pre- and post-course work for thorough preparation, and setting clear expectations through their quarterly business plans. This inclusive approach ensured that all team members, from consultants to senior leaders, were aligned in their goals.
Positive Outcomes
The training, rolled out in early 2024, has already yielded positive results. Consultants are now more engaged and accountable, with structured plans driving their performance. Managers are better equipped to support their teams, and the entire organisation is more proactive in engaging with clients and the industry.
Cobalt’s collaboration with APSCo has been crucial in developing a business development culture that meets the dynamic demands of a rapidly changing talent landscape. The tailored training has empowered their team, setting the stage for ongoing success and growth.
Read our Cobalt case study in full here. To find out how APSCo can assist you in your own talent development journey, visit our Training page and get in touch today.
Members can also download a copy of APSCo’s step-by-step guide to people strategy in the Member Hub. Head here to get your copy of ‘Building for growth: The case for a people strategy’.