Innovative Game Delivers Key Strategic Messages
When cash management company Talaris embarked on a key strategic programme to change their positioning in the marketplace from a provider of cash management equipment to specialists delivering cash management solutions, Medena came up with an innovative concept to ensure the entire employee base were on board - literally!
Medena believed that for such a change to be effective, internal communication with all staff, not just customer facing sales teams, was essential. To achieve this Medena created the 'Solutions Selling Game’, designed to be played in a workshop environment with a trained facilitator the game featured a board depicting a modern bank branch environment with key Talaris equipment in situ.
A series of ‘customer needs’ cards were created and the ‘players’ had to identify the right solution to meet the customer need and then correctly align that solution with the benefits it would deliver to the customer by placing ‘benefits’ tokens on the board at the relevant location. The interactive nature of the game stimulated discussion and thinking and employees quickly became familiar with the new solutions concept and terminology.