Hazardous Materials & Compliance case study
Enterprise Account Negotiation, Voice of Customer & 100% Enrolment Growth
DG Trainer / Hazpak / Falcon Engineering
At a glance
- Client: DG Trainer / Hazpak / Falcon Engineering
- Industry: Hazardous Materials, Compliance & Engineering
- Focus: Voice of Customer, Enterprise Negotiation & Sales Transformation
- Program: Strategic Revenue Advisory & Enterprise Co-Selling
The challenge
The Challenge
DG Trainer (part of Hazpak and Falcon Engineering) launched a cutting-edge, CASA-Approved online training program for the Dangerous Goods industry. However, initial sales lagged behind expectations. Rather than hiring a generic sales consultant, executive management sought an advisor who could deeply analyze their commercial challenges, uncover market truth, and co-execute on enterprise growth strategies.
The approach
The Strategic Approach
Bernadette McClelland initiated a transformational engagement focused on Voice of Customer (VoC) analysis, account negotiation, and hands-on execution across the parent entity and its subsidiaries.
Key Transformation Areas
Win/Loss Analysis & VoC Surveys
Uncovered key market perception gaps and articulated DG Trainer’s true commercial value proposition.
Hands-on Enterprise Execution
Accompanied executive management on high-stakes enterprise sales calls to demonstrate real-time negotiation and closing techniques.
Customized Tooling & Baselines
Built tailored sales toolsets and frameworks to establish predictable commercial baselines.
Multi-Entity Synergy
Scaled successful methodologies across sister entities (Hazpak and Falcon Engineering).
The results
Results & Immediate Commercial Wins
The structured engagement produced immediate top-line expansion and long-term account traction:
100% Increase in Enrolments
Doubled online program enrolments through refined value positioning and targeted conversations.
Enterprise Account Expansion
Opened high-level executive access and secured strategic long-term relationships with key enterprise targets.
Group-Wide Adoption
Successfully integrated commercial frameworks across DG Trainer, Hazpak, and Falcon Engineering.
Executive testimonial
“
Metrics were not our driving force. What was key to us was creating the baseline, delivering a customized toolset, and having someone guide us toward executing on these tools.
We have a high level of admiration and utter confidence in Bernadette’s partnering with us and continue to work with her.
John Donkers
Managing Director, DG Trainer, Hazpak and Falcon Engineering
Questions
Frequently asked questions
What challenge did DG Trainer face?
DG Trainer launched a CASA-approved online Dangerous Goods training program, but early sales lagged behind expectations.
How did Bernadette McClelland help DG Trainer?
Through Voice of Customer and win/loss analysis, joining executives on enterprise sales calls, building sales tools and baselines, and extending the approach to Hazpak and Falcon Engineering.
What results did DG Trainer achieve?
Online program enrolments doubled (a 100% increase), along with immediate enterprise account wins.
Want results like this?
Let’s look at where the decisions behind your revenue are breaking down – and what it would take to fix them.