Case Study

Make-A-Wish International

Building a confident prospect-led approach
for uplifted pipeline performance

We now use ‘Flume’ as a verb, that’s how ingrained its approach is within our team. Flume has a huge impact, not only on performance but also on confidence, and this is reflected in a significant increase in conversions and proposals in the pipeline.”

Aliénor Descours de Guernon

Director of Corporate Alliances

Make-A-Wish International Stats

Children's Charity

1000+ employees

The Flume approach is more personal and tailored to our needs than others we’ve tried.

We’ve shifted our perspective, always focussing on what the prospect wants and the value we can deliver to them.

Challenge

We have a strong team but were previously using a variety of traditional sales methods. As a result, we were failing to achieve
the success we desired – in terms of average corporate partnership deal value, conversion and win rates, or time to revenue. The team needed to feel more comfortable and confident with our proposition, including how to tailor it to individual prospects, and how to highlight the value partnering with us would deliver. We needed to shift our perspective in order to produce compelling proposals and have more meaningful engagements, if we were to achieve our ambitious goals.

Solution

Flume delivered an approach that was tailored to our charity, our people, and our goals. It’s a modular approach that works well for both our seasoned performers as well as our new starters, taking us through each stage in a way that’s easy to implement. Flume has fundamentally shifted our perspective to the prospect-lens and the value they gain through partnering with us. As a result, our proposals are more engaging and our people more confident when speaking to prospects. Every engagement is value-driven because it’s focussed on prospect needs, and how we can align to them.

Result

We love it. Every member of the team was really engaged with each module and found the tools, such as scorecards and templates, truly valuable. We now say things like “I’ve been Fluming that proposal” or “I think it would be good to be a bit more Flume here”. “Be more Flume” is our metaphor for success. The way we fundraise, and the confidence of every member of the team has been vastly improved. As a result, we are seeing a significant increase in proposals in the pipeline, and conversions which will ultimately help us grant more wishes to children with critical illnesses around the world.

Why Was Flume Different?

Unlike traditional sales training, Flume’s is not a ‘being told’ approach – instead its interactive, personal and presented in a way that resonates. Importantly it’s also flexible, giving us the opportunity to work through each module in a way that make sense for us. It’s not just training, it’s about fundamentally changing perspectives and behaviours in a way that drives impactful results.

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Client Testimonials

"From an employee retention standpoint, this kind of training does wonders, and you can see that in the overwhelmingly positive feedback"

“Seeing those numbers build so quickly was a real moment for me. It showed that this wasn’t just about hitting targets – it was about building a sustainable, scalable model for growth.”

"This wasn’t just ‘sales training’ – it was sales transformation. It showed our team that we’re committed to their development, and that’s hugely valuable."

"Within a month of working with Flume, our sales team had developed over £500K of additional revenue. We’ve also seen a 10% increase in average order value."

"Flume’s approaches have been fully integrated into our sales process creating a 58% increase in closed deals and an 8% increase in average order value."

"Working with Flume training has been an absolute pleasure. They truly cared about our needs and together with their team designed and delivered impactful sales training."

“What underpins the success of working with Flume is ROI. Cutting edge sales theory applied masterfully by Flume, which we can absorb and impactfully apply into the field.”

“Working with Flume has enabled us to improve dramatically our conversion rate. In some cases, we saw an increase of 17% on CR, which is incredible.”

"Flume have been a massive help to our sales team and we’ve seen demonstrable improvement in our closing rates, deal sizes and overall revenue since we started."

"The results are exceptional. We made more progress in this programme than we have with the sale process over the last two years"

"In the three months post training, our average order value has increased by 27%, giving a clear and compelling ROI. We also saved a deal worth £225k."

"The Flume approach is truly market leading - unlike many outdated sales training approaches, the resuts and outcomes live on long after the sessions delivered by their excellent trainers."

"The Flume approach has transformed the performance of our team. Our revenue is up 38% year-on-year."

"Flume developed a new sales approach for us which is on track to deliver an 85% YOY uplift in revenue. Flume are sales experts who deliver ROI"

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