SME–Corporate Partnership Coaching: Case Studies
Turning an EIC‑funded pilot into a lasting SME–corporate deal: a coaching journey
Client: European Innovation Council (EIC) Accelerator
Goal: An SME with a water sensor at TRL6 that needed to move from EU‑funded experiment to win Letters Of Interest (LOIs) from 3 reference industrial clients
Solution: Support for turning climate and deep‑tech pilots into real business with corporates including go-to- market strategy optimisation. The startup buit a list of potential corporate prospects with associated deals and kept its focus on startup corporate collaboration in Europe.
Services: This SME–corporate partnership coaching included ABM training and coaching, coaching on segmentation & positioning, on value proposition building and testing, active listening, Ideal Client Persona (ICP), corporate communication & personalisation, optimising marketing process and systems, and to monitor the ABM practice to align the SME's commercial readiness with corporate expectations.
Format: 24 hours within 1 year, 100% remote
#EIASME #businessinnovationcoaching #waterinnovation
Let's build a demand generation machine!
Sponsor: European Innovation Council (EIC) Accelerator
Client: A fast growing Norwegian SME with a big Data Integration Platform (Domain specific iPaaS) purpose built for utilities to empower their Smart Grid, Smart City and Industrial Internet of Things (IIoT).
Goal: Their goal was to find a way to accelerate “time to revenue” to meet the ambitious Board growth requirements.
Challenge: This business innovation coaching for cleantech SMEs started by analysing and reflecting with the CEO and the executive team on the current go-to-market strategy, its execution and mapping the journey of transition towards an optimised strategy to win large international deals, faster. I then helped the team understand the Account Based Marketing (ABM) methodology, associated processes, systems (CRM, content authoring, chatbot) and resources required to practice and accompanying the team throughout the set up and transition. Coaching to ensure that the ABM practice was acquired.
Service: Business Innovation Coaching
Format: 24 hours, 1,5 year. 40% Face-to-face / 60% remote. A few hours of training.
#ABM #upscaling #Organisation
How can I stimulate my team innovation culture?
Sponsor: A prominent industrial company
Client: Director of Supply Chain
Goal: Inspire teams to take initiative, propose and adopt innovative ideas
Challenge: The team is hesitant to step outside their comfort zone to discover innovative ideas and processes.
Service: This SME–corporate partnership coaching engagement included the optimisation of the communication of innovation objectives and the idea collection process using the metaphore techniques, future-focused role play, SME–corporate partnership coaching looking at supply chain partnerships.
Format: 7 sessions.. 100% remote.
#innovationmindset #teamleadership
How to ideate 8 netzero heat partnerships in 1 week?
Sponsor: Innovate UK
Clients: 30 SMEs and corporates in the room such as banks, industrial companies
Goal: Innovate UK launched a competition to address the 23% of total UK emissions coming from heating.
Challenge: Innovate UK ran the "Design Engineering Innovation Lab" to invest in the development of renewable heating technologies that are innovative and scalable across the UK. The competition took the form of closed door "innovation lab" or "Sandpit" which was about creating innovative, collaborative, research and development project ideas. The challenge was for SMEs and corporates to come up with and create project proposals and relationships that would not be achieved under normal competition processes.
Service: Part of the Carbon Limiting Technologies team of facilitators. As a Cleantech Business Coach working on water, energy and ecological transition projects, I was also able to coach various SMEs founders and corporate leaders present in the room.
Format: 1 week, closed doors. 100% face-to-face.
#innovation #netzero #commercialheat
Find ways to finance my blue-growth assets
Sponsor: BlueInvest programme financed by the European Maritime Affairs and Fisheries Fund.
Client: An SME with a tidal energy solution.
Goal: Optimise the business organisation and investment-readiness to co-finance a large project partially financed by the European Regional Development Fund (ERDF). Engage into negotiations with investors better suited to the company growth ambitions.
Challenge: During this SME–corporate partnership coaching engagement included, I helped the Chief Marketing Officer profile the ideal impact investors - angels and venture capital firms - and find ways to reach them at scale to launch a crowdfunding campaign in November 2020. Support the pitch-deck redesign and help practice. Set up external marketing support to efficiently promote the investment opportunity and crowdfunding campaign.
Service: Business & Access to Finance Coaching
Format: 4 months. 100% remote.
#funding #investmentreadiness #organisationaldevelopment #energytransition
Improve our water Customer Experience (CX) culture
Sponsor: Chief Marketing Officer of the water division of one of the largest Engineering Consultancies
Clients: Experts in assessing risks and supporting clients with water usage and management. A team in 90 countries collaborating across 50 technical and advisory disciplines.
Goal: Improve B2B Customer Experience (CX) and embed it into the company culture.
Challenge: This corporate assignment started exploring the Customer Experience current practices across all aspects of the water practice, develop CX skills - personas, customer journey, value proposition, KPIs - and encourage project leaders and their teams to practice through corporate leadership coaching.
Service: Business Coaching & Consulting.
Format: 6 months. Executives & clients interviews. 2 businesses coaches/consultants. 1 team productivity mobile app. 60% face-to-face, 40% remote. 1/2 day training X 2.
#CX #valueproposition #digitaltransformation
Supporting leaders in times of crisis
Client: European Innovation Council (EIC) Accelerator
Goal: Help SME leaders, the EIC accelerator beneficiaries, make it through covid19 crisis.
Solution: This business innovation coaching for SME founders used the metaphore of sports championship, sports coaching and the experience of elite athletes. We built bridges with the world of SME leaders in order to re-motivate and equip them with resilient leadership tools and techniques to resist any crisis.
Service: Leadership Training
Format: 1/2 day interactive and virtual workshop July 2020. 30 CEOs and executives. Live participation of an in-line Hockey elite athlete.
#teamleadership #sportscoaching #crisismanagement