ZS | 25: Innovation through Client Service-11

ZSAssociates

Below is the eleventh installment in the ZS history message series.
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Innovation through Client Service.

 

In 1987, ZS was selected by K Company to help reorganize, downsize,
realign, and redeploy its US sales forces. It was one of ZS’s
largest projects to date, and winning the project required
significant, persistent selling efforts from Andy, Prabha, and
others. Delivering the project, however, posed new challenges for
ZS and provided some important lessons for the future. Great
analytics for sizing and alignment were not enough – the "softer"
people-oriented aspects of facilitating placement decisions proved
to be critical as well. Providing change management processes and
supporting tools for the HR side of sales and marketing became
a key element of the firm’s placement work.

To meet clients’ needs, ZS has regularly developed and deployed
capabilities that have created new opportunities for growth.

 

To be continued...
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