Client Solutions


Improving Profitability

A financial services firm determined that its fee realization for services provided was inadequate relative to competitors and to the value that the firm provided. CMPartners designed and facilitated a set of workshops aimed at improving the confidence and capabilities of key relationship managers who negotiated fees. Working with a client team, we also developed tools and pricing of services protocols. Senior teams within the client organization reviewed the scope of services provided and the fee to be charged prior to engaging the client in the fee conversation, and provided coaching on how best to approach fee negotiations. The client reported that profitability was improved by 12% in the first year.

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Increasing Sales

A leading financial services firm believed that its core services were becoming commoditized and that the organization needed to move from a transactional to an advisory approach to differentiate itself from its competitors. CMPartners identified current and required mindsets and capabilities to make the shift and designed a learning architecture incorporating multiple "best in class" providers and classroom and on the job learning. We also provided advice on the redesign of organizational systems and structures to support this culture change initiative. The company reported new business sales of $12M in the first 12 months.

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Healthcare Benefits

A union of low-wage employees received very different healthcare benefits from different companies in the same industry. CMPartners facilitated conversations among the union and lead companies in this industry exploring possible healthcare packages. The results of these actions were a set of bilateral agreements between various companies in the industry and the union, including the development of new health plans to increase access to health care.

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Teaming

In this financial services company, a new leader took over a business unit in a very dynamic environment and believed that a fundamental change was needed in the way employees thought about the business and the way the business was managed. There were also relationship issues within his team. We facilitated a strategic planning retreat and a set of follow-up conversations in which team commitment to a new direction was built. This business unit is now viewed as "best in class" in its business.

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Facilitating Organizational Reform

In collaboration with the Woodrow Wilson International Center for Scholars and IRENE, CMPartners facilitated a workshop and dialogue process that resulted in a significant breakthrough in the army reform process following Burundi's 13-year civil war. After months of stalemate, the army commission members came together and spent five days rebuilding the relationships and communication skills necessary to finally come to a decision on three key issues of disagreement: the status of combatant; the harmonization of ranks between the former government army and the rebel movements; and the allocation of posts within the new army. The reformed army has significantly contributed to Burundi's peace and stability. Read more about Non-Partisan Facilitation

IT Outsourcing

A manufacturing company had negotiated and was implementing a large information technology outsourcing agreement and was experiencing a set of problems and relationship issues as the agreement was implemented. CMPartners facilitated a systematic analysis of the situation and the development of a negotiation and relationship strategy going forward. We also provided ongoing advice during the six months of negotiations that followed. The results of the intervention and assistance were improved relationships between the company and its IT partner, as well as favorable and fair resolution of a set of disputes in the interpretation and implementation of the agreement. Read more about Transactional Support

Labor-Management Negotiations

A manufacturing plant had a history of poor labor/management relations. CMPartners conducted a joint negotiation workshop in advance of contract negotiations, which stressed cooperative mindsets, tools and techniques to reach mutually beneficial agreements. Positive results were seen in improved relations between the parties and a creative agreement in which management achieved cost reductions and productivity improvements while union members achieved greater job security. Read more about Workshops and Clinics

Stengthening Leadership

The Leadership and Communication Capacity for National Renewal (LCCNR) program in Timor-Leste has worked with over 175 leaders from various sectors of Timorese society, with a particular focus on national and local government leaders and parliamentarians. The program has successfully strengthened their leadership capacities, built valuable relationship networks, improved their communication skills and enhanced their negotiation analysis, according to participant reports and an independent evaluation. Read more about work in Timor-Leste here. Read the program newsletter here.
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Building World Class Capability

The Sourcing group of a consumer products company believed that its negotiating capabilities and tools were not "world-class." The group was also comprised of many new employees with different backgrounds and experience levels and therefore ways of approaching negotiations. Over a multi-year period, CMPartners conducted a set of negotiation workshops and integrated preparation tools into the client's procurement process.
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Enhancing Leadership Capacity

"One of the most distinctive elements of Burundi's transition and perhaps its most instructive is the extent to which national leaders have embraced the importance of leadership training as a key to reconciliation and good governance. Indeed, Burundi may be the first case of a country just emerging from conflict in which key leaders have integrated into their peace process a national training program explicitly designed to rebuild their capacity to work effectively together in advancing their country's postwar reconstruction." In partnership with the Woodrow Wilson International Center for Scholars and ESSEC-IRENE, CMPartners has worked in Burundi for the past six years, assisting various government agencies and civil sector organizations to lay the groundwork for this reconstruction. To date, CMPartners, WWICS and IRENE have trained over 500 Burundian leaders. Read more about Workshops and Clinics

More Effective Management of Global Health Diplomacy

Over the past 14 years CMPartners professionals have worked with WHO to design and develop training, coaching and facilitation programs for both WHO staff and member state officials. As part of this collaboration, CMPartners has co-authored two negotiation skills handbooks for use by health policy makers in WHO member states to better manage global health diplomacy and to more effectively mobilize resources for the health sector in their respective countries. Read more about Workshops and Clinics