Capco-1

 

ENABLEMENT PROGRAMME EMPOWERing PRINCIPAL CONSULTANTS

FY25 revenue booked:

USD $17M

Between March and June 2025

THE CHALLENGE

Capco came to Applied Influence Group with an ambitious question:
How do we empower our Principal Consultants build the kinds of relationships that unlock long-term growth  in complex, competitive client environments?

What we created together was a hands-on, collaborative enablement program designed with Capco, and executed by their Principal Consultants in real pursuits, with real stakes.

cAPCO INTRO PIC
 
Supporting Principal Consultants at a Pivotal Career Moment
 

Stepping into the Principal Consultant role is a significant inflection point and career milestone at Capco. For most Principal Consultants it is the first time they are leading teams, while also shaping client relationships, and and responsible for a growth target. The role sits at the intersection of consulting excellence, commercial ambition, and leadership; it is also where many future Capco leaders are first tested.

Over the past several years, Applied Influence has worked alongside Capco's Principal Consultants globally, in 2025 we delivered six cohorts across multiple regions as a sustained investment reinforcing both the commercial and leadership pipelines across the firm.

Results from 2 cohorts (50 participants)

FY25 revenue booked:
USD $17M

Between March and June 2025

FY25 pipeline generated:
USD $25M
Weighted at 40% close probability

 

TEAM GROWTH OUTCOMES

  • New, practical tools  and approach to build authentic human relationships and enhance credibility
  • Shift from short-term sales focus to long term: appreciation of power of relationships to seed “the long game”
  • Deeper and wider engagement with stakeholders across seniority levels, leading to new insights and intelligence

PRINCIPAL CONSULTANT RESPONSIBILITIES:

SUPPORT BUSINESS GROWTH THROUGH STRONG CLIENT RELATIONSHIPS AND BUSINESS DEVELOPMENT.

LEAD STRATEGIC CLIENT ENGAGEMENTS IN FINANCIAL SERVICES, DIGITAL TRANSFORMATION, COMPLIANCE, AND OPERATIONS.

MANAGE PROJECT TEAMS AND MENTOR JUNIOR CONSULTANTS TO DELIVER COMPLEX INITIATIVES.

2025 PROGRAMME:
FROM INSIGHT TO IMPACT

Delivered across the Americas, India, the UK, and APAC

168 participants in the 2025 global cohort

6x 3 month program delivered with CAPCO's L&D team

Applied Influence Treats Growth as a Human Challenge.   

Rather than teaching generic sales behaviours, we focus on understanding networks of influence. Who shapes decisions, what motivates them? We focus on how trust is built over time and turning those insights into intentional, practical influence strategies.

Principal Consultants applied this thinking directly to real accounts opening up opportunities and driving pipeline and closing deals in the process. The programme is supported by an intensive workshop, a structured execution phase, and leadership-facing reviews that connect the programme to measurable commercial outcomes.

APPLIED INFLUENCE ENABLEMENT PROGRAMME FLOW:

WEEK 1

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KICK-OFF

Set expectations for Influence Campaign and Programme delivery.

WEEK 2

1-day workshop to build Influence Campaign and influencing skill development

02

OBJECTIVE SETTING

Set our long-term vision and Growth Campaign objectives.

03

DECISION MAKING ANALYSIS

Understand what’s affecting the decisions of customer stakeholders.

04

STAKEHOLDER LANDSCAPE ANALYSIS

Understand who is important to our objective.

05

CAMPAIGN STRATEGY

Develop a strategy for achieving the objective.

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INFLUENCING SKILLS

Questioning and listening, elicitation Building credibility and rapport.

WEEKS 3-13

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CAMPAIGN EXECUTION

Activate the strategy and develop influence skills needed to execute well.

WEEK 7

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MIDPOINT

Present progress and key learnings to peers.

WEEK 13

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FINAL SHOWCASE

Present final results to leadership for voting, winner declared

TEAM ACHIEVEMENTS 

TEAM 1

Team 1 of delivered a $1.4M extension, leveraging the intentional aspect of the deal to make the engagements feel less transactional, and more personable.

"How it all came together was really cool: the tools, the people, how to further your own agenda, how to use tools to influence personalities. That was really interesting."

Principal Consultant - CAPCO

TEAM 2

Team 2 closed a 250k deal and secured a $450k contract extension. They found a new confidence and ‘resilience to a no’ by having a dedicated sales framework and clarity through objective setting.

"I realised that I don't need to be a data expert. I can be the person who fosters relationships amongst people"  

Principal Consultant - CAPCO

TEAM 3

Team 3 closed $180k in sales with scope to expand to $400k. The team used Applied Influence profiling frameworks to individually-tailor proposals and strategise as a group​.

“You need to understand how you can influence different folks to get what you want. And to extract additional information. All of that was helpful and it's something that I'm using personally.”​ 

Principal Consultant - CAPCO

LET’S TALK ABOUT YOUR GROWTH POTENTIAL

WHETHER YOU'RE DEFENDING A STRATEGIC RENEWAL, PREPARING FOR A HIGH-STAKES BID, OR SIMPLY READY TO ELEVATE YOUR MOST IMPORTANT CUSTOMER RELATIONSHIPS — WE CAN HELP YOU GET THERE.


BOOK A STRATEGY SESSION TODAY AND DISCOVER WHAT THE CUSTOMER GROWTH ACCELERATOR COULD UNLOCK IN YOUR BUSINESS.
 
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