Challenge: To align the staff of a large, privately held organization behind a new business strategy. The new strategy involved moving the company from a transactional focus to a trusted advisor focus with an emphasis on client services. This approach required new ways of leading both the "hard" and "soft" elements of the business.

Approach: The Exetor Group worked closely with top management to assess quickly which critical elements of the new strategy needed to be enacted by the senior leaders. New business- and people-leadership approaches were introduced to encourage ownership of the new strategy and to foster a spirit of collaboration among the top team. Next, Exetor faculty members helped put in place new organizational structures and procedures for handling client services that ensured systemic support for new behaviors. Then old ways of doing things had to be abandoned across the organization. Exetor consultants helped make the transition as smooth as possible by providing specific training and tools to enact the new strategy.

Result: Through careful observation of the organization's culture and collaboration with the business's leadership and staff, The Exetor Group helped rally support for the new initiative on a company-wide level. As a result, the organization was able to implement the initiative seamlessly, which helped it respond quickly to new opportunities and capture significant market share.