{"id":689,"date":"2025-01-22T13:32:28","date_gmt":"2025-01-22T12:32:28","guid":{"rendered":"https:\/\/2helmets.com\/?page_id=689"},"modified":"2025-07-02T08:50:35","modified_gmt":"2025-07-02T06:50:35","slug":"references","status":"publish","type":"page","link":"https:\/\/2helmets.com\/en\/references\/","title":{"rendered":"References"},"content":{"rendered":"

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Strategic rethinking as the key to success
\n<\/h4>\n

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Here you will find testimonials from clients who have implemented both project coaching and the curriculum – or both – with me. At the bottom of the page, you will gain an insight into the key business figures of a company that has worked with the 2 helmets method<\/strong> for more than five years – two of which were spent with me as a coach. <\/p>\n

[\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row column_structure=”1_4,3_4″ custom_padding_last_edited=”on|desktop” _builder_version=”4.27.4″ _module_preset=”default” background_color=”RGBA(255,255,255,0)” custom_margin=”|auto|40px|auto|false|false” custom_padding=”25px|60px|0px||false|false” custom_padding_tablet=”|0px|||false|false” custom_padding_phone=”|0px|||false|false” border_radii=”off||||25px” border_color_all=”#36A9E1″ global_colors_info=”{}”][et_pb_column type=”1_4″ _builder_version=”4.27.4″ _module_preset=”default” custom_padding=”||10px||false|false” global_colors_info=”{}”][dsm_icon_list list_alignment=”flex-end” list_padding=”||||false|false” _builder_version=”4.27.4″ _module_preset=”default” custom_margin=”-5px||-2px||false|false” custom_margin_tablet=”0px||||false|false” custom_margin_phone=”0px||||false|false” custom_margin_last_edited=”on|desktop” global_colors_info=”{}”][dsm_icon_list_child text=”Industry ” font_icon=”||fa||900″ icon_padding=”5px” icon_font_size=”18px” tooltip_background_color=”#E94E1B” _builder_version=”4.27.4″ _module_preset=”default” text_font=”BaiJamjuree medium|500|||||||” text_font_size=”20px” global_colors_info=”{}”]<\/p>\n

Aviation<\/p>\n

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Aviation<\/h3>\n

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Aviation<\/h3>\n

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Aviation<\/h3>\n

[\/et_pb_text][dsm_icon_list list_alignment=”flex-end” list_padding=”||||false|false” _builder_version=”4.27.4″ _module_preset=”default” custom_margin=”||-2px||false|false” global_colors_info=”{}”][dsm_icon_list_child text=”Leadership” font_icon=”||fa||900″ icon_padding=”5px” icon_font_size=”18px” tooltip_background_color=”#E94E1B” _builder_version=”4.27.4″ _module_preset=”default” text_font=”BaiJamjuree medium|500|||||||” text_font_size=”20px” global_colors_info=”{}”]<\/p>\n

Aviation<\/p>\n

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CEO<\/h3>\n

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CEO<\/h3>\n

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CEO<\/h3>\n

[\/et_pb_text][et_pb_text content_tablet=”<\/p>\n

Project Coaching<\/h3>\n

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Project Coaching<\/h3>\n

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Project Coaching<\/h3>\n

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Curriculum<\/h3>\n

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Curriculum<\/h3>\n

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Curriculum<\/h3>\n

[\/et_pb_text][et_pb_icon font_icon=”||fa||400″ icon_width=”16px” align=”right” align_tablet=”left” align_phone=”left” align_last_edited=”on|tablet” _builder_version=”4.27.4″ _module_preset=”default” custom_margin=”-11px||5px|25px|false|false” global_colors_info=”{}”][\/et_pb_icon][\/et_pb_column][et_pb_column type=”3_4″ _builder_version=”4.27.4″ _module_preset=”default” custom_padding=”||3px|30px|false|false” border_radii=”off||||25px” border_width_bottom=”4px” border_color_bottom=”#36A9E1″ border_width_left=”4px” border_color_left=”#36A9E1″ global_colors_info=”{}”][et_pb_text quote_border_color=”#36A9E1″ quote_border_color_tablet=”#36A9E1″ quote_border_color_phone=”#36A9E1″ quote_border_color_last_edited=”on|phone” _builder_version=”4.27.4″ _module_preset=”default” text_font=”||||||||” text_line_height=”1.4em” custom_margin=”-3px||30px||false|false” global_colors_info=”{}”]<\/p>\n

“The coaching with Mr. Hensel showed us why we have also lost projects in the past and how we could have won them. The exercises for retrospective consideration of won and lost projects were eye-opening. Today, our company is working more intensively on position analysis and the foundations for our strategic approach before sales plans are forged. We can already see a new awareness among our employees and a new way of working in competitive situations. We have been able to win 2 out of 3 major projects with Mr. Hensel as our coach. From our point of view, this was an important corporate success.” <\/p>\n

[\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row column_structure=”1_4,3_4″ custom_padding_last_edited=”on|desktop” _builder_version=”4.27.4″ _module_preset=”default” background_color=”RGBA(255,255,255,0)” custom_margin=”|auto|40px|auto|false|false” custom_padding=”25px|60px|0px||false|false” custom_padding_tablet=”|30px|||false|false” custom_padding_phone=”|0px|||false|false” border_radii=”on|25px|25px|25px|25px” border_color_all=”#36A9E1″ global_colors_info=”{}”][et_pb_column type=”1_4″ _builder_version=”4.27.4″ _module_preset=”default” custom_padding=”||10px||false|false” global_colors_info=”{}”][dsm_icon_list list_alignment=”flex-end” list_padding=”||||false|false” _builder_version=”4.27.4″ _module_preset=”default” custom_margin=”-5px||-2px||false|false” custom_margin_tablet=”0px||||false|false” custom_margin_phone=”0px||||false|false” custom_margin_last_edited=”on|desktop” global_colors_info=”{}”][dsm_icon_list_child text=”Industry ” font_icon=”||fa||900″ icon_padding=”5px” icon_font_size=”18px” tooltip_background_color=”#E94E1B” _builder_version=”4.27.4″ _module_preset=”default” text_font=”BaiJamjuree medium|500|||||||” text_font_size=”20px” global_colors_info=”{}”]<\/p>\n

Aviation<\/p>\n

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Aviation<\/h3>\n

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Aviation<\/h3>\n

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Software Industry<\/h3>\n

[\/et_pb_text][dsm_icon_list list_alignment=”flex-end” list_padding=”||||false|false” _builder_version=”4.27.4″ _module_preset=”default” custom_margin=”||-2px||false|false” global_colors_info=”{}”][dsm_icon_list_child text=”Leadership” font_icon=”||fa||900″ icon_padding=”5px” icon_font_size=”18px” tooltip_background_color=”#E94E1B” _builder_version=”4.27.4″ _module_preset=”default” text_font=”BaiJamjuree medium|500|||||||” text_font_size=”20px” global_colors_info=”{}”]<\/p>\n

Aviation<\/p>\n

[\/dsm_icon_list_child][\/dsm_icon_list][et_pb_text content_tablet=”<\/p>\n

CEO<\/h3>\n

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CEO<\/h3>\n

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BU Lead<\/h3>\n

[\/et_pb_text][et_pb_text content_tablet=”<\/p>\n

Project Coaching<\/h3>\n

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Project Coaching<\/h3>\n

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Project Coaching<\/h3>\n

[\/et_pb_text][et_pb_icon font_icon=”||fa||900″ icon_width=”16px” align=”right” align_tablet=”left” align_phone=”left” align_last_edited=”on|tablet” _builder_version=”4.27.4″ _module_preset=”default” custom_margin=”-11px||5px|25px|false|false” global_colors_info=”{}”][\/et_pb_icon][et_pb_text content_tablet=”<\/p>\n

Curriculum<\/h3>\n

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Curriculum<\/h3>\n

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Curriculum<\/h3>\n

[\/et_pb_text][et_pb_icon font_icon=”||fa||900″ icon_width=”16px” align=”right” align_tablet=”left” align_phone=”left” align_last_edited=”on|tablet” _builder_version=”4.27.4″ _module_preset=”default” custom_margin=”-11px||5px|25px|false|false” global_colors_info=”{}”][\/et_pb_icon][\/et_pb_column][et_pb_column type=”3_4″ _builder_version=”4.27.4″ _module_preset=”default” custom_padding=”||3px|30px|false|false” border_radii=”off||||25px” border_width_bottom=”4px” border_color_bottom=”#36A9E1″ border_width_left=”4px” border_color_left=”#36A9E1″ global_colors_info=”{}”][et_pb_text quote_border_color=”#36A9E1″ quote_border_color_tablet=”#36A9E1″ quote_border_color_phone=”#36A9E1″ quote_border_color_last_edited=”on|phone” _builder_version=”4.27.4″ _module_preset=”default” text_font=”||||||||” text_line_height=”1.4em” custom_margin=”-3px||30px||false|false” global_colors_info=”{}”]<\/p>\n

“I took part in the “Competitive Strategy” curriculum, but also used Mr. Hensel as a coach in the project business together with my colleagues. My feedback will therefore be based on my experience from both measures. However, I will try to concentrate on the curriculum. <\/p>\n

In summary, I can say that today I (we) plan and implement our business-critical projects using Mr. Hensel’s methodology, and the results prove the effectiveness of this approach.<\/p>\n

We started with 5 workshops on theory. None of them were rocket science topics, everything was understandable and comprehensible. However, the context created by Mr. Hensel of the competitive situation, determining a winning strategy, leadership qualities and disillusionment was something very new for me. I particularly remember that defense is not a weakness, but a strategy, a portfolio element for winners. It took some time for me to come to terms with this idea in my professional and private life. The analyses of past projects in which we had acted offensively “as always” while defense would have been expedient helped me in particular. <\/p>\n

From my current perspective, the be-all and end-all is to prepare the position analysis properly and to moderate it in the team. This task is anything but simple and accounts for around 60% of the curriculum. It is the central element and is crucial to the quality and success of our campaigns. All participants enjoyed the fact that we dealt exclusively with real, current practical examples. The parallels across different industries were astounding. <\/p>\n

In my view, the topics of team design \/ strategy implementation \/ adjustments are well-known management skills, but they should not be missing in the context of \u201ccompetitive strategy\u201d.
The topics of sensor technology and monitoring were new and extremely important content for me. In the past, I had relied too often on statements from our sales department that were not really validated and therefore also represented a risk. Today, sensor technology and monitoring are central to our reviews with sales management. <\/p>\n

The 18 months with Mr. Hensel’s curriculum demanded a great deal of time and inner debate, but have significantly improved my management skills with regard to competitive situations and increased our sharpness in difficult projects by classes.”<\/p>\n

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Key business figures of a success story<\/h4>\n

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The following charts illustrate the business development of a business unit that has consistently implemented and lived the 2helmets principle. The focus here was on two key objectives: a sustainable increase in revenue per sales employee (quota carrying head) and significant growth in the average order size while simultaneously increasing profitability. These measures were aimed at leading the business unit’s market position both in global competition and in internal benchmarking. <\/p>\n

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KPIs at a glance<\/h5>\n

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In summary:<\/strong> Transforming the sales organization unlocked access to larger deals, higher win rates, and ultimately, a stronger market position.<\/p>\n

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Business Growth <\/b>\u2013 Essential KPIs<\/b><\/p>\n

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KPIs in detail<\/h5>\n

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Business Growth <\/b>\u2013 Revenue per <\/b>head<\/b><\/p>\n

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    \n
  • All sales teams and supportive functions apply a standard sales methodology and 2helmets<\/li>\n
  • Program 160\/9 pushed for designing large deals<\/li>\n
  • Sales reps generate larger deals and much better qualified pipeline against sales quota (1,4:1 \u2192 3,2:1)<\/li>\n<\/ul>\n

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    Business Growth \u2013 Average deal size
    <\/b><\/p>\n

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      \n
    • Think big and winner attitude drove larger deal sizes<\/li>\n
    • Challenger Sales and 2helmets improved sales professionalism<\/li>\n
    • Smaller contracts were outsourced to supportive sales units<\/li>\n<\/ul>\n

      [\/et_pb_text][\/et_pb_column_inner][\/et_pb_row_inner][\/et_pb_column][\/et_pb_section][et_pb_section fb_built=”1″ specialty=”on” padding_top_1=”0px” padding_top_2=”0px” padding_top_bottom_link_1=”false” padding_top_bottom_link_2=”false” padding_left_right_link_1=”false” padding_left_right_link_2=”false” _builder_version=”4.27.4″ _module_preset=”default” custom_margin=”0px||0px||false|false” custom_padding=”0px||90px||false|false” global_colors_info=”{}”][et_pb_column type=”1_4″ _builder_version=”4.16″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][\/et_pb_column][et_pb_column type=”3_4″ specialty_columns=”3″ _builder_version=”4.16″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_row_inner _builder_version=”4.27.4″ _module_preset=”default” module_alignment=”center” custom_margin=”0px||10px||false|false” custom_padding=”0px||0px|0px|false|false” global_colors_info=”{}”][et_pb_column_inner saved_specialty_column_type=”3_4″ _builder_version=”4.27.4″ _module_preset=”default” global_colors_info=”{}”][et_pb_text quote_border_color=”#36A9E1″ quote_border_color_tablet=”#36A9E1″ quote_border_color_phone=”#36A9E1″ quote_border_color_last_edited=”on|phone” _builder_version=”4.27.4″ _module_preset=”default” text_font=”||||||||” text_line_height=”1.4em” header_5_text_color=”#E94E1B” custom_margin=”0px||0px|-14px|false|false” custom_margin_tablet=”0px||0px|0px|false|false” custom_margin_phone=”0px||0px||false|false” custom_margin_last_edited=”on|tablet” custom_padding=”0px||||false|false” header_5_text_color_tablet=”#E94E1B” header_5_text_color_phone=”#E94E1B” header_5_text_color_last_edited=”on|phone” global_colors_info=”{}”]Business Growth \u2013 Revenue share
      \n<\/b>[\/et_pb_text][\/et_pb_column_inner][\/et_pb_row_inner][et_pb_row_inner column_structure=”1_2,1_2″ _builder_version=”4.27.4″ _module_preset=”default” background_color=”#EEEEEE” width=”100%” module_alignment=”left” custom_margin=”|-14px||-14px|false|false” custom_padding=”35px||35px|0px|false|false” module_alignment_tablet=”center” module_alignment_phone=”center” module_alignment_last_edited=”on|desktop” border_radii=”on|25px|25px|25px|25px” global_colors_info=”{}”][et_pb_column_inner type=”1_2″ saved_specialty_column_type=”3_4″ _builder_version=”4.27.4″ _module_preset=”default” global_colors_info=”{}”][et_pb_image src=”https:\/\/2helmets.com\/wp-content\/uploads\/2025\/06\/business-unit-am-revenue.jpg” title_text=”business-unit-am-revenue” show_in_lightbox=”on” _builder_version=”4.27.4″ _module_preset=”default” custom_margin=”-1px|0px||35px|false|false” custom_margin_tablet=”|35px||35px|false|false” custom_margin_phone=”|20px||20px|false|false” custom_margin_last_edited=”on|phone” custom_padding=”0px||||false|false” global_colors_info=”{}”][\/et_pb_image][\/et_pb_column_inner][et_pb_column_inner type=”1_2″ saved_specialty_column_type=”3_4″ _builder_version=”4.27.4″ _module_preset=”default” custom_padding=”0px||0px||false|false” global_colors_info=”{}”][et_pb_text _builder_version=”4.27.4″ _module_preset=”default” ul_text_color=”#000000″ ul_font_size=”18px” custom_margin=”10px|60px|0px|0px|false|false” custom_margin_tablet=”|35px||35px|false|false” custom_margin_phone=”|20px|0px|20px|false|false” custom_margin_last_edited=”on|tablet” custom_padding=”||0px||false|false” global_colors_info=”{}”]<\/p>\n

        \n
      • BU AM grew faster than all other BUs<\/li>\n
      • BU AM with best margin since FY21<\/li>\n
      • BU AM with lowest churn rate<\/li>\n
      • BU AM highest growth rate compared to global competitors<\/li>\n<\/ul>\n

        [\/et_pb_text][\/et_pb_column_inner][\/et_pb_row_inner][\/et_pb_column][\/et_pb_section]<\/p>\n","protected":false},"excerpt":{"rendered":"

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        \n\t\t\t\t\t

        References<\/span>
        2 helmets<\/span><\/span><\/span><\/h1>\n\t\t\t\t<\/div>\n\t\t\t<\/div>Strategic rethinking as the key to success Here you will find testimonials from clients who […]<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_et_pb_use_builder":"on","_et_pb_old_content":"","_et_gb_content_width":"","footnotes":""},"class_list":["post-689","page","type-page","status-publish","hentry"],"_links":{"self":[{"href":"https:\/\/2helmets.com\/en\/wp-json\/wp\/v2\/pages\/689","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/2helmets.com\/en\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/2helmets.com\/en\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/2helmets.com\/en\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/2helmets.com\/en\/wp-json\/wp\/v2\/comments?post=689"}],"version-history":[{"count":45,"href":"https:\/\/2helmets.com\/en\/wp-json\/wp\/v2\/pages\/689\/revisions"}],"predecessor-version":[{"id":4520,"href":"https:\/\/2helmets.com\/en\/wp-json\/wp\/v2\/pages\/689\/revisions\/4520"}],"wp:attachment":[{"href":"https:\/\/2helmets.com\/en\/wp-json\/wp\/v2\/media?parent=689"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}