Setting key growth priorities with a global commercial leadership team

Global multi-brand hotel group

 
 

Challenge

To agree growth and investment priorities among brand, sales and marketing leadership. And to get everyone engaged in and committed to global team success - including brands and regions that would receive smaller budgets at the expense of others.


Luminous at work

  • Identified targeted customer and brand growth priorities based on existing market and business performance data

  • Interviewed all participants to understand their challenges and opportunities, and to identify key commonalities and differences

  • Developed and facilitated a two-day work session for the Chief Marketing Officer to engage and align brand, sales and marketing leadership teams around customer and business priorities

  • Worked with the Chief Marketing Officer to develop a framework for connecting marketing and sales thinking with customer strategies and business goals


Results

  • Brand, sales and marketing leadership came to a shared understanding of the situation, priority customers and key drivers of performance

  • Agreed marketing priorities with associated initiatives and programs for the planning period

  • Resolved conflicting views about growth opportunities and addressed concerns about under-investment in non-priority areas

  • Developed stronger relationships among brand, sales and marketing leadership, and greater willingness to work together to achieve shared goals


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