A human resource development strategist for a major film manufacturing company needed to identify worldwide sales force capabilities necessary to sell in a hybrid/digital environment. The need was to answer the following questions: 1) what were the current capability gaps; 2) what were training and development priorities for the following year; and, 3) what were the current state of digital imaging training and development activities for each region?

Gillespie designed and implemented a situation analysis assessing worldwide capability development needs, gaps and priorities, both in terms of regional differences and commonalities. Assessment questions centered on four core questions: 1) market changes and results on customer expectations; 2) differences in selling in a hybrid/digital environment and implications on the sales force with regards to responsibilities and capabilities; 3) factors which interfere with the sales force's ability to successfully function within new environments; and 4) regional training and development activities, capability gaps and capability development priorities.

• Regional business general managers
• Segment general managers and vice presidents
• Segment managers
• Business unit managers
• Product managers

• Conduct worldwide situation analysis
• Prepare and present management report on findings

The findings of the situation analysis provided in-depth information on the emerging marketplace as well as strategies and tools to use for informed decision-making. Examples include:

• Development of sales representative's performance model(s)
• Linkage of the performance model(s) to the employee development planning process
• A development road map linking to performance model competencies
• A summary of the specific behaviors demonstrating each competency for hybrid/digital solutions capabilities
• A summary of market changes and customer expectations resulting from the emergence of digital imaging
• Prioritized summary of training and development initiatives
• Gillespie retained to conduct a Phase II assessment interviewing client's customers

Hiring Gillespie Associates to conduct this assessment was a wise investment. Because of their expertise with this type of initiative they were able to provide a quick start up and a smooth, efficient process for gathering the information. Perhaps most important, however, was their team's unique ability to glean information from interviewing audiences that was non-threatening and extremely comprehensive. Their analysis of the findings resulted in an 80-page management report that was exemplary. It was well organized, extremely detailed, and provided specific, relevant information about our current situation and the market we were competing in. Their report allowed us to move forward with designing strategies and implementing solutions to meet our challenges.

- Human Resource Development Strategist, General Business and Competency Center