Consultancy and Development
at KIZAD and Abu Dhabi Ports

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Aligning the Organisational and Commercial Strategies

Challenge: The gradual growth and impact of the Khalifa Industrial Zone Abu Dhabi (KIZAD) necessitated a structural approach to commercial activities and the establishment and improvement of cooperation between commercial departments.

Relation: KIZAD / Abu Dhabi Ports
Period: September 2018 – March 2019
Website: www.kizad.ae / www.adports.ae
Category: organisation/sales/competence development

Solution
We identified the required roles and competencies for the commercial strategy of both organisations.

Based on our findings, we designed a competency development program that focused on the one hand on shaping a commercial structure, and on the other hand on the development of soft skills and attitudes needed to jointly execute the sales process.

This competency development program was implemented in the commercial departments of both organisations and included post-course evaluation/coaching as well as mystery shopping to monitor progress and effectiveness.

Results
Collaboration between the commercial departments improved. Sales processes and commercial activities became more effective and efficient through sharing leads, information, analysis and more accurate targeting.

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We implemented our methodology to determine future roles in the organisation and defined the competencies that were required for these roles.

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Consultancy and Development at KIZAD and Abu Dhabi Ports

We identified the roles and competencies required for the commercial strategy of both organizations.

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How can it work for my
company and people?

We believe, that an organization is organic. It should develop through (anticipated) changes in its markets, customers and environment. The aim of this development is always improvement. Improvement by people.

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