Jones Lang LaSalle
- Personal marketing skills to build the sales pipeline


"The program that we created together has had a positive impact on our business development and marketing efforts."

Anna Town
Marketing Director Australia, Jones Lang LaSalle



  • Jones Lang LaSalle’s Marketing team had launched a new brand positioning and were seeking to ensure that all professional staff would deliver the brand promise to the firm’s clients.
  • The objective was to marry the sales and marketing functions.
  • The challenges to overcome included:
    • How would we engage and enlist the efforts of our professionals to assist in bringing a consistent and strong message to the market?
    • How could we demonstrate the value that the new positioning and marketing materials could bring to individual’s business development efforts?
    • How would we impact and enhance our professional’s ability to build a strong pipeline of future business?


  • With the assistance of Roundtable Consulting, Jones Lang LaSalle created a comprehensive development program for their professional staff, serving the dual purpose of:
    • Enhancing their ability to market Jones Lang LaSalle services
    • Build their own brand and hence sales pipeline.
  • The program was based on experiential learning and included sales skill development, understanding marketing tools and techniques as well as personal action planning.
  • The program was not just a one off event, but an integrated process which involved coaching and action at the 30, 60 and 90 day milestones.


  • Over 12 months the program was run on six occasions across the country with 65 graduates. Some of the results attributable to the program include:
    • Stronger client relationships with more open communication;
    • Increased confidence and ability to identify clients’ real business needs;
    • Greater personal presence and profile with key clients
    • Successful turn-around of client relationship problems
  • Feedback from professionals who participated on the program include:
    • “I now know what I need to do. I got more value of out this program than any other than I have done through Jones Lang LaSalle”
    • “This gives me a structured plan to move forward with”
    • “Great course and should be recommended to all”

DEVELOP/IMPLEMENT STRATEGY

CUSTOMER RELATIONSHIPS

"Roundtable Consulting added strategic advice on how we could better align our sales and marketing functions to drive revenue for the organization. The program that we created together has had a positive impact on our business development and marketing efforts."


Anna Town
Marketing Director Australia, Jones Lang LaSalle