Challenge

Over the years, we have trained and coached teams and executives for this client. On this occasion, we were asked to support an assigned SME team in preparing for the delivery of a five-day Proof of Concept (PoC) for a prospect in Malaysia.

The objective was to help the team develop a stronger understanding of culturally different working styles and practices, and to recognise behaviours that could impact both the delivery and acceptance of the PoC.

Interventions for the SME Team

• Workshop introduction: Setting the scene, clarifying roles and defining tasks
• Cultural awareness recap: Revisiting key intercultural frameworks and models
• PoC preparation workshop: Exploring how cultural differences in values, practices and behaviours could influence the PoC
• Communication style assessment: Participants identified their preferred communication styles using the Action Type Profiler
• Scenario-based learning: Discussing a range of realistic scenarios to prepare for potential challenges during the five-day PoC

Results and Learning Outcomes

• Increased cultural awareness and ability to recognise key differences
• Improved understanding of cultural dynamics between Australia and Malaysia and their potential impact on the PoC
• Greater clarity on team roles and how to operate effectively within a culturally diverse context during delivery

Participant Feedback

Verbal feedback collected after the sessions, along with follow-up emails from senior stakeholders, was highly positive:

“Thank you very much for the prep and workshop last week. I knew it was going to be worthwhile, but you exceeded expectations again!”
VP APAC

“Thanks Joost! A great workshop, with very good feedback from the team.”
Country Manager, Australia