International Paper - A Talent Audit

Background:
International Paper Manufacturing is a global pulp and paper company, the largest such company in the world with approximately 59,500 employees. The client recognised that a shift toward a more strategic, value-oriented way of selling was a critical opportunity to support its pursuit of increased revenue and profit goals. It was felt that the adoption of more sophisticated selling practices, based on understanding customer business needs and objectives and translating these into higher-value solutions, would:

  • Increase the value of a typical transaction by identifying a wider scope of opportunity with the client
  • Bring the organisation closer to its clients and make it a more business-critical partner (trusted advisor), thus protecting these relationships in the future
  • Enable them to sell more effectively than the competition and thus win market share away from competitors

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