Situation
From Puerto Rico, to Miami and Colombia, De La Cruz drives business results through creativity, data and technology for clients including Burger King and Supermax.
Led by the indefatigable, Carlos Thompson, De La Cruz knew that future growth wouldn’t just come by winning pitches but would mean a whole agency move to proactivity.
To achieve that, they developed an in-house ‘value counsel’ – delivering incremental value by deeply understanding their clients’ current and anticipating their future needs. In order to go further, they were searching for a partner that could help scale the ‘value counsel’ mindset, make it actionable and spread it across the organisation.
Solution
De La Cruz tasked True & North to deliver Client-centred Thinking to teams in Puerto Rico, closing the mindset and knowledge gap between senior and more junior members of the team.
The training built a strong foundation of consultative sales and client centricity, so the entire agency could operate at the same level of business acumen and deliver high-value solutions to their clients. Cross-functional teams worked on live opportunities as they learned new ways of driving growth for their clients.
The results
Expanded Responsibility for Growth
Growth has moved from being the responsibility of a few senior leaders to a shared responsibility spread across the agency.
New Business Wins
A breadth of people across the team now proactively pitches ideas to clients, and many of these ideas have closed as new business wins.
Strong Learner Engagement
9.1 average workshop rating
“One of the best workshops I have taken in a while!” De la Cruz Learner
Immediate Impact
90% Strongly Agreed the workshop will have a positive impact on their work
100% will use techniques learned in their work
Carlos Thompson, President & CEO De La Cruz
