Chris & Alex bring a combination of high calibre training material & ideas, with the ability to customise them and bring them to life so they have maximum impact on attendees.”
Helen Bass, Global Head of Insights, Tate & Lyle
The need to unlock better value propositions
Tate & Lyle is a global food ingredients and solutions provider with over 100 years’ experience working with the world’s biggest food and drinks manufacturers.
In 2022, Tate & Lyle sold the commodity part of the business to focus solely on specialty ingredients and solutions. Through this transformation, it was recognised they had to approach the market very differently and lacked deep expertise in insights, marketing and being able to articulate a compelling value proposition that extended beyond selling ingredients to offering high-margin, value-added services.
That’s where we came in. We were commissioned to create some bespoke training that would enable Tate & Lyle’s Marketing and Sales teams to be able to start with the consumer, understand the customer and take this knowledge to create added value propositions based on insight. LockSmith came on board to improve this capability across the global business at Tate & Lyle, putting consumer and customer insight in the driving seat as a key driver of long-term growth.
Putting the value into Value Propositions
We began with a Discovery Workshop to really get under the skin of the challenge and identify the best training solution to provide the capability transformation they required.
Our solution was a to design a completely bespoke 3-day, in person training programme for the Tate & Lyle global community, which we piloted in Chicago. We combined their internal processes & thinking on what a Added Value Propositions would look like with our tools & knowledge, to help them turn strategy into action. The goal was to put consumer and customer insight in the driving seat as a key driver of long-term growth.
The solution
Building a product concept
The first two workshops focused on transforming the team’s understanding of Value Proposition best practice. Through industry insights, practical tools, templates, and real-world examples, we trained the team on the importance of value propositions and how to leverage insights to design effective product concepts.
Learn by doing
On the final day, we used a Shark Tank-style format to train the team on pitching their concepts. Participants developed product concepts during the initial training days and then learned to build compelling narratives and present them to a panel of ‘sharks’ (decision-makers).
This high-pressure, role-playing format provided live skills practice and immediate feedback, while presenting to senior stakeholders deepened the team’s sense of accountability, driving better work and thinking.
Virtual roll out
Tate & Lyle commissioned us to roll out the programme virtually across their 3 remaining markets. To make this transition, we customised the programme with virtual engagement techniques, introduced an internal coaching faculty to guide delegates through the programme and updated the timing to ensure there was enough space between sessions to practice on live business challenges specific to local markets.
Our virtual engagement techniques included:
- Miro boards & mentimeters for interactivity
- Think, Pair, Share. A great exercise format to help quieter folk get involved.
- Polls, which are a quick way to garner opinions and publicly share outcomes.
Global roll out
100+ people globally have now been trained on a curriculum that combined core theory with real life examples, and empowered them to develop powerful solutions to real life business challenges.
We’re here to help
For more information or to book a training course, contact us at chris@locksmith.works or alex@locksmith.works. Let’s unlock your team’s potential!
