NurtureWorks - Well-being at work on an organizational scale
When talking about well-being at work, the focus of the discussion is often on the individual and their problems. NurtureWorks is a company that wants to change this. Their starting point for well-being at work is to influence the organization's practices and culture, things that negatively affect people's well-being at work.
"When we focus on individuals, we rarely get to a sufficiently deep level in problem solving," says Amy Albrecht, co-developer of NurtureWorks. "When we do not address the factors that undermine well-being in the work environment, the root causes of the problems cannot be solved. They always return, at the latest when new people come to the situation."
NurtureWorks has developed a scientific method that identifies and solves sore spots and problem areas in the organization. When the focus is not on the individual but on the organization's structural problems, the well-being of the whole organisation improves – and with it, the level of performance.
Sellai and NurtureWorks meet
"We at NurtureWorks have a lot of experience in well-being at work, but the founders did not have any experience in sales," Albrecht says. "We couldn't afford to hire our own salesperson, and we wanted support to the whole sales process and not just someone to do booking, for example. I Googled, and Sellai was the only company in Finland I could find that offers sales consulting to this extent."
NurtureWorks and Sellai signed a contract for 100-hour sales kickoff project. Sellai's consultant Pauliina Sievänen took the lead on the cooperation. "The cooperation with Pauliina worked well. She really internalized the concept of NurtureWorks. It made me feel safe when Pauliina clearly believed in the service and the product. I'm sure it was also passed on to the prospects."
Pauliina also praises the collaboration: "The collaboration was really pleasant with NurtureWorks. The chemistry with Amy worked excellently and we had a lot of really good conversations. We learned a lot on both sides."
"We had no experience in cold calling. The idea of grabbing the phone and calling the customer seemed a little uncomfortable. When following Pauliina's work we also started to believe in the possibilites of contacting the clients, as we could see that she could catch the prospects. We learned a lot about how to start a conversation with a customer," Albrecht says.
Cold calls and development of the sales process
100 hours is a relatively short time to launch a company sale. The work started in a workshop where Pauliina gained a deep understanding of NurtureWorks' operations and product. Efforts were made to identify the customer and their sore spots. After this Pauliina went to contact customers over the phone.
"We had no experience in cold calling. The idea of grabbing the phone and calling the customer seemed a little uncomfortable. When following Pauliina's work we also started to believe in the possibilites of contacting the clients, as we could see that she could catch the prospects. We learned a lot about how to start a conversation with a customer," Albrecht says.
Well-being service for a workplace is not the kind of product that the customer would buy as an impulse purchase. During the project we learned that getting a deal depends a lot on the right timing. The time is right when the customer has a suitable budget in place and is planning their purchases. NurtureWorks learned a lot about the customers purchase process and opened discussions with many customers, even though the sales results themselves could not be obtained within 100 hours.
"It would have been pleasant to have had time to get sales results, but our expectations were met anyway and we are very satisfied with Pauliina's work. Unfortunately, we were not able to continue the cooperation even if we would have liked to have follow up for this project," Albrecht says.
Greetings from Pauliina
"NurtureWorks has the advantage of having top quality know-how on the fields of well-being at work and work psychology. In addition, their method identifies the root causes of the problems and develops the whole organization, rather than focusing on the employee. There is a huge need for the service in the market, especially now during the coronavirus pandemic and remote working. I am sure that sales will start to increase if they keep the direction chosen now!" Pauliina sums it up.
