Situation
From San Juan, 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.
De La Cruz developed an in-house ‘value counsel’ – delivering incremental value by deeply understanding their clients’ current and anticipating their future needs.
In order to take their agency to another level, they were searching for a partner that could help scale the ‘value counsel’ mindset, make it actionable and spread it across the organisation.
Solution
True & North delivered Client-centred Thinking training for the De La Cruz team in Puerto Rico, closing the mindset and knowledge gap between senior and more junior members of the team.
Building a strong foundation of consultative sales and client centricity was crucial so the entire agency could operate at the same level of business acumen and deliver high-value solutions to their clients.
De La Cruz worked on live opportunities, in cross-functional teams 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
90% agreed that the workshop would have a positive impact on their work
80% will use techniques learned in their work
Applicable & Relevant
“The presenter keeps the audience very engaged and the information he gave us is very useful. Definitely will use most of the techniques I learned today. ” Puerto Rico Learner
“One of the best workshops I have taken in a while!” Puerto Rico Learner
Carlos Thompson
President & CEO | De La Cruz
