The KTF process
1. First we REVIEW and Benchmark performance
2. Then we prepare and review great PROCESS
3. Next we compare each INDIVIDUAL to that process
4. We DEMONSTRATE how an individual can reach market leading standards
5. We painlessly LEAD the individual through the change process
Our belief is that in order to help solve our client problems, it is vital to listen to their customers or the recipients of their service or management. We always offer to independently research the views, expectations and decisions of the people that matter – the people who buy from you, internally and externally.
We have interviewed over 200 buyers of various products (from cars to advertising) to help sales people understand how they can help their clients make more money, we have surveyed over 100 staff of the companies we have worked with to help them understand what it is really like being on the receiving end of their management. We have also researched the skills and knowledge of over 1000 people throughout industry to show the standard and the opportunity against that standard for business people.
We are not a research company but we recognise that the key to helping you understand your journey, or your team’s journey is to help you understand what you are really doing and how you could be doing it better.
We research and we listen – then we work to offer you a solution, armed with real knowledge that only we can find out.
KTF solutions
Some of the client projects we’ve developed for our clients at are as follows:
Sales Efficiency/Closing Ratio – Brilliant Weekends.com
The sales team have improved their closing ratio by over 5% within six months of working with a Kiss the Fish sales improvement training module.
“Kiss the Fish has worked with our sales team to effectively increase our sales conversion rate by over 5% in a few months. The subtle change to our customer communication is clearly behind our success. This work has proven to be worth over ten times the amount that we were charged” Richard Dennys, CEO, Brilliant Weekends.com
Top Line Improvement – Emap magazines
Our strategic work with some of the Emap’s leading brands helped them achieve significant price increases by working with their teams to understand why it would be in their customers interest to pay more for their products, with two of their leading brands they were able to achieve over 40% year on year top line improvements in advertising revenues.
Strategic Added Value – Future Publishing Plc.
By exploring how Future’s products could be used as extra advertising opportunities the company were able to treble their value added sales revenues within a twelve month period. The value of this work equated to a real financial gain of over £2m.
Management – BBC magazines Bristol & Origin Publishing Ltd
“Andrew was invited into our business to demonstrate potential growth through our sales team. After assessing and auditing our customers and our people, he has shown us how to successfully drive our business into a new era, with new structure, new customer propositions and a new enthusiasm which I’ve never seen in an organisation before.”
Andrew Marshall, MD, Magazine Services Bristol Ltd & Origin Publishing Ltd
Negotiation Skills and Strategy – CarnaudMetalBox
CarnaudMetalBox,Singapore now operating as Crown invited us in to help them secure price increases from major clients. The team trained their negotiation team in ‘Total Persuasion’.The regional director applied these ‘practical solutions’ in formal negotiations with the procurement team of Asia Pacific Breweries (owners of Tiger Beer).The parties agreed on a mutually beneficial agreement and the Regional Director for CarnaudMetalBox reported a twentyfold return on training investment over the forthcoming year.
Engaging with the buyers agenda – Future Publishing
By employing our “Benchmarking” of customer attitudes programme, the managers of a magazine at Future Publishing were able to secure a significant price increase for their advertising in that magazine.
Client list
- BBC/Origin
- Brilliant Weekends
- Future Publishing Ltd
- MK Electric
- Crown Cork and Seal Plc
- Emap Plc
- Mastertronic Games
- Lucid Thinking
- Mediaclash
- Advantage
Client testimonial
“The approach recommended and trained by Andrew has really helped our telesales team close new business – In the end it might seem as though it was just a simple change to our scripting but our closing rate of new business has improved and sales are up 5% on the year -that’s big!”
Richard Dennys, MD, Brilliant Weekends