Make A Wish Foundation

Make-A-Wish is a charity that creates life-changing wishes for children with critical illnesses. Their mission is to grant the wish of every eligible child – a quest sparked by the belief that a wish is integral to a child’s treatment. Make-A-Wish has granted over 10,000 unforgettable wishes across Australia in its thirty-five years.

The Objective

The Sales Doctor has provided ongoing support to Make A Wish since 2020 to develop their team and evolve their thinking, skills and approach to align with current-day attitudes towards not-for-profit partnerships and donations.

The Challenge

As an organisation that receives no government funding, Make A Wish relies heavily on the funds raised through its partnerships, allowing them to continue to deliver its mission.

The not-for-profit and corporate partnerships landscape is undergoing a massive shift in the perceptions and expectations of how corporate partnerships are approached, focusing more on what they will deliver for all parties.

Make A Wish needed to move away from traditional philanthropic-based relationships toward true impact-focused strategic alliances.

This transformation to more mutual value creation means new challenges in articulating, designing, and delivering on these far more sophisticated engagements.

The Process

To set the Make A Wish Business Partnerships team up to succeed, they needed to empower them with the tools and skillset necessary to take a more commercial approach to retain existing partnerships and acquire new ones.

Ingrid developed a Bespoke Workshop Program that extends the skills, tools and processes that enable the Make A Wish Partnerships Team to identify, win and grow corporate partners in a way that is aligned with the current landscape.

Their team have enhanced their skillsets, gaining better insights to deliver higher value opportunities and improve their presentation and negotiation skills.

The Outcome

Not only have our workshops been incredibly engaging and something the Make A Wish team looked forward to, but they have also seen a measurable impact from the skills they have been equipped with.

They have been able to:

Increase their conversion rate for new partner pitches from 20% to 80%
Retain their existing partners and identify growth opportunities
Deliver partnerships that create value for everyone involved
Increase gross funds raised from a previous record of $250k to a new high of $1.3m

What They Say

“The workshops with Ingrid have enabled our team to have far more commercial conversations and provided them with a competitive edge.

With every new win we have we could not be more grateful for everything Ingrid has done for our team!”

Rhiahne Ralph, Head of Partnerships, Make A Wish

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What my clients say

“Without doubt the most professional sales trainer I have worked with across my 30 years in FMCG sales !! Ingrid not only established an individual plan for developing my team, she makes the process of evolving sales behaviours for ALL both fun and enjoyable”

“Since Bunnings started to work with Ingrid in introducing a new sales programme to its commercial team, we have been consistently amazed at both her level of professionalism and insights. She actively listened to what we as the client were looking for, tailored the programme to our specific needs and delivered it in a way that kept her audience fully engaged. She was able to generate and stimulate new thinking as well as introduce fresh concepts. I could not speak highly enough of the experience we have had with Ingrid and would have no hesitation whatsoever in recommending her to any organisations looking for sales experts with a tremendous aptitude for coaching and driving performance improvements.”

"I have had the pleasure of working with Ingrid on a number of key projects over the last few years and I have always found Ingrid to be a visionary and insightful advisor for our business and a very engaging speaker at our business events. In February 2022, when the world was changing (again!) we invited Ingrid to join us as the keynote speaker at our annual Leadership conference. We were looking to Ingrid to help us build better connections and build deeper relationships with our teams and customers to grow the business in an ever-changing market. Through Ingrid’s ability to research and build a thorough understanding of our business, she built a powerful presentation that provided our leaders with the strategies and tools they needed to identify opportunities in the market and to build stronger, more sustainable relationships with their team members and customers. All in all, it was a very successful keynote presentation for our leaders. If you are looking for a highly engaging keynote speaker who takes the time to truly understand your business and who can help you move the business forward, then I recommend you reach out to Ingrid.”

"Ingrid, you’ve nailed the brief! You gave the team digestible content, practical frameworks and useful tools they can draw on at different stages in the weeks/months and maybe even years ahead. I firmly believe it made the right impression and set the scene to be open in approach to the changes that surround all of us – thank you! I am really pleased to let you know that I have had specific feedback from numerous team members who each found the session ‘thought provoking’, ‘engaging’, ‘worthwhile and useful’ and ‘there was lots to go away and think about’. “Ingrid just seems to get us, she knows how we work”.

“I’ve known Ingrid on a personal level since a chance meeting in a Business Networking organisation we were both mentors at. So when I ended up in a Chief Sales Officer role and need some help I knew who to turn to. Ingrid developed a bespoke program for my team, focussing on my sales leaders first and then the broader sales team. She delivered this program excellently and feedback from every person involved was first class. The learnings my team achieved from the program allowed them to become better sales leaders and leaders the company to far improved sales outcomes.”

“Ingrid has worked closely with me, my leaders and their teams (National Business Team) to transform the way we show up with our clients. Initially our focus was on shifting from being transactional to being relationship driven and then the next phase was to create a commercial sales approach. When COVID hit though, Ingrid developed and facilitated programs on Webex for our teams and leaders to help them build approaches to support the transition away from face to face customer meetings to phone and video. Through that we were able to implement our 90 day plan which enabled us to smash our revenue and new account targets. While WFH could be cited as a factor, that would mean our competitors would naturally have benefited too but they didn’t. In fact, we won greater market share because of our connected approach. We were well placed to read the room and respond as a result of the work we did with TSD.”

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Ingrid Maynard at The Sales Doctor is committed to revolutionising how people view sales. Backed by neuroscience, experience and client success stories gathered over 25 years, Ingrid’s Pathway to Enrichment Philosophy evolves the sales process and mindset, freeing up sales teams to achieve outcomes beyond what they dare to imagine.