A PHP Error was encountered

Severity: 8192

Message: Creation of dynamic property CI_URI::$config is deprecated

Filename: core/URI.php

Line Number: 101

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: Creation of dynamic property CI_Router::$uri is deprecated

Filename: core/Router.php

Line Number: 127

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: Creation of dynamic property How_we_do_it::$benchmark is deprecated

Filename: core/Controller.php

Line Number: 75

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: Creation of dynamic property How_we_do_it::$hooks is deprecated

Filename: core/Controller.php

Line Number: 75

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: Creation of dynamic property How_we_do_it::$config is deprecated

Filename: core/Controller.php

Line Number: 75

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: Creation of dynamic property How_we_do_it::$log is deprecated

Filename: core/Controller.php

Line Number: 75

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: Creation of dynamic property How_we_do_it::$utf8 is deprecated

Filename: core/Controller.php

Line Number: 75

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: Creation of dynamic property How_we_do_it::$uri is deprecated

Filename: core/Controller.php

Line Number: 75

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: Creation of dynamic property How_we_do_it::$exceptions is deprecated

Filename: core/Controller.php

Line Number: 75

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: Creation of dynamic property How_we_do_it::$router is deprecated

Filename: core/Controller.php

Line Number: 75

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: Creation of dynamic property How_we_do_it::$output is deprecated

Filename: core/Controller.php

Line Number: 75

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: Creation of dynamic property How_we_do_it::$security is deprecated

Filename: core/Controller.php

Line Number: 75

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: Creation of dynamic property How_we_do_it::$input is deprecated

Filename: core/Controller.php

Line Number: 75

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: Creation of dynamic property How_we_do_it::$lang is deprecated

Filename: core/Controller.php

Line Number: 75

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: Creation of dynamic property How_we_do_it::$load is deprecated

Filename: core/Controller.php

Line Number: 78

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: Creation of dynamic property How_we_do_it::$db is deprecated

Filename: core/Loader.php

Line Number: 390

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: Creation of dynamic property CI_DB_mysqli_driver::$failover is deprecated

Filename: database/DB_driver.php

Line Number: 371

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: Return type of CI_Session_files_driver::open($save_path, $name) should either be compatible with SessionHandlerInterface::open(string $path, string $name): bool, or the #[\ReturnTypeWillChange] attribute should be used to temporarily suppress the notice

Filename: drivers/Session_files_driver.php

Line Number: 132

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: Return type of CI_Session_files_driver::close() should either be compatible with SessionHandlerInterface::close(): bool, or the #[\ReturnTypeWillChange] attribute should be used to temporarily suppress the notice

Filename: drivers/Session_files_driver.php

Line Number: 290

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: Return type of CI_Session_files_driver::read($session_id) should either be compatible with SessionHandlerInterface::read(string $id): string|false, or the #[\ReturnTypeWillChange] attribute should be used to temporarily suppress the notice

Filename: drivers/Session_files_driver.php

Line Number: 164

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: Return type of CI_Session_files_driver::write($session_id, $session_data) should either be compatible with SessionHandlerInterface::write(string $id, string $data): bool, or the #[\ReturnTypeWillChange] attribute should be used to temporarily suppress the notice

Filename: drivers/Session_files_driver.php

Line Number: 233

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: Return type of CI_Session_files_driver::destroy($session_id) should either be compatible with SessionHandlerInterface::destroy(string $id): bool, or the #[\ReturnTypeWillChange] attribute should be used to temporarily suppress the notice

Filename: drivers/Session_files_driver.php

Line Number: 313

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: Return type of CI_Session_files_driver::gc($maxlifetime) should either be compatible with SessionHandlerInterface::gc(int $max_lifetime): int|false, or the #[\ReturnTypeWillChange] attribute should be used to temporarily suppress the notice

Filename: drivers/Session_files_driver.php

Line Number: 354

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: Warning

Message: ini_set(): Session ini settings cannot be changed after headers have already been sent

Filename: Session/Session.php

Line Number: 284

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: Warning

Message: session_set_cookie_params(): Session cookie parameters cannot be changed after headers have already been sent

Filename: Session/Session.php

Line Number: 291

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: Warning

Message: ini_set(): Session ini settings cannot be changed after headers have already been sent

Filename: Session/Session.php

Line Number: 306

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: Warning

Message: ini_set(): Session ini settings cannot be changed after headers have already been sent

Filename: Session/Session.php

Line Number: 316

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: Warning

Message: ini_set(): Session ini settings cannot be changed after headers have already been sent

Filename: Session/Session.php

Line Number: 317

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: Warning

Message: ini_set(): Session ini settings cannot be changed after headers have already been sent

Filename: Session/Session.php

Line Number: 318

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: Warning

Message: ini_set(): Session ini settings cannot be changed after headers have already been sent

Filename: Session/Session.php

Line Number: 319

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: Warning

Message: ini_set(): Session ini settings cannot be changed after headers have already been sent

Filename: Session/Session.php

Line Number: 377

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: Warning

Message: session_set_save_handler(): Session save handler cannot be changed after headers have already been sent

Filename: Session/Session.php

Line Number: 110

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: Warning

Message: session_start(): Session cannot be started after headers have already been sent

Filename: Session/Session.php

Line Number: 143

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: Creation of dynamic property How_we_do_it::$session is deprecated

Filename: core/Loader.php

Line Number: 1290

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: Creation of dynamic property How_we_do_it::$agent is deprecated

Filename: core/Loader.php

Line Number: 1290

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/helpers/visitor_data_helper.php
Line: 10
Function: library

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 113
Function: collect_visitor_data

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 11
Function: _run_prime_procedures

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: filter_var(): Passing null to parameter #3 ($options) of type array|int is deprecated

Filename: core/Input.php

Line Number: 574

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/helpers/visitor_data_helper.php
Line: 12
Function: ip_address

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 113
Function: collect_visitor_data

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 11
Function: _run_prime_procedures

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: trim(): Passing null to parameter #1 ($string) of type string is deprecated

Filename: helpers/visitor_data_helper.php

Line Number: 23

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/helpers/visitor_data_helper.php
Line: 23
Function: trim

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 113
Function: collect_visitor_data

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 11
Function: _run_prime_procedures

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: trim(): Passing null to parameter #1 ($string) of type string is deprecated

Filename: helpers/visitor_data_helper.php

Line Number: 24

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/helpers/visitor_data_helper.php
Line: 24
Function: trim

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 113
Function: collect_visitor_data

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 11
Function: _run_prime_procedures

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: trim(): Passing null to parameter #1 ($string) of type string is deprecated

Filename: helpers/visitor_data_helper.php

Line Number: 25

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/helpers/visitor_data_helper.php
Line: 25
Function: trim

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 113
Function: collect_visitor_data

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 11
Function: _run_prime_procedures

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: trim(): Passing null to parameter #1 ($string) of type string is deprecated

Filename: helpers/visitor_data_helper.php

Line Number: 26

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/helpers/visitor_data_helper.php
Line: 26
Function: trim

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 113
Function: collect_visitor_data

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 11
Function: _run_prime_procedures

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: trim(): Passing null to parameter #1 ($string) of type string is deprecated

Filename: helpers/visitor_data_helper.php

Line Number: 27

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/helpers/visitor_data_helper.php
Line: 27
Function: trim

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 113
Function: collect_visitor_data

File: /home/aarambhs/walkwaterconsulting.com/application/core/MY_Controller.php
Line: 11
Function: _run_prime_procedures

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 7
Function: __construct

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: Creation of dynamic property How_we_do_it::$page_name is deprecated

Filename: controllers/How_we_do_it.php

Line Number: 8

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/controllers/How_we_do_it.php
Line: 8
Function: _error_handler

File: /home/aarambhs/walkwaterconsulting.com/index.php
Line: 317
Function: require_once

A PHP Error was encountered

Severity: 8192

Message: Creation of dynamic property Solution_model::$ideas_table is deprecated

Filename: models/Solution_model.php

Line Number: 10

Backtrace:

File: /home/aarambhs/walkwaterconsulting.com/application/models/Solution_model.php
Line: 10
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Walkwater Consulting

Case study: Business Consulting How A Growing IT Services Organisation Learnt To Build Its Sales Team’s Capability To Undertake High Consultative Solutions

A Case Study on Sales Effectiveness Solutions: How a growing IT Services organisation wanted to build capability of its sales team to undertake high-value consultative solutions, and our Consultants were brought to assess the situation, define the challenge, design learning interventions, deploy the programs and develop capability in the internal staff of the organisation.

A growing IT Services organization wanted to building capability of its sales team to undertake high value consultative solutions. The organization had a clear focus on five defined sectors and wanted the sales team to pursue deals with larger ticket sizes.

Walkwater Consulting was brought to assess the situation, define the challenge, design learning interventions, deploy the programs and develop capability in the internal staff of the organization to sustain the interventions inBhouse and monitor over time with continued interventions.

Diagnose

As a first step, walkwater consultants B a blend of experience in the industry and learning and development, interacted with the senior management, functional heads and the role holders who would be the participants to identify the challenges and opportunities and organization is currently facing. The relevant systems and processes were also understood in great depth to identify the strategy and execution gaps. The functional and behavioral competencies were identified during the discussions.

Sales systems are understood from key account management process, bid management process, quality of RFP response, winBloss analysis and sales pipeline management. The individual role holders from presales, sales and account management are talked to in great depth to understand their way of engaging with prospects or clients. The competencies for sales, presales and account management are defined depending on the existing practices which have worked for the organization and the expertise brought on the table by Walkwater consultants.

Competency framework

Functional competency framework was defined for the role holders who would be going through the intervention. The five level design was carried out for presales, sales and account management teams. Extensive discussions were carried out to identify the differentiating competencies and the critical factors for success which was then inbuilt into the framework and program design.

Intervention Design

Once the gaps are identified and agreed upon, walkwater consultants designed a unique solution depending on the specific needs. At this stage enough of relevant industry expertise was drawn from within and outside the client organization to provide multiple perspectives. The solution was then designed and focuses on people, process and strategy.

The broader level design is then created and learning interventions properly modularized to focus on the learning requirements followed with coaching, expertise building and assisted projects. At every stage handholding is provided based on individual learning needs of the person.

Sales modules are differently designed to suit the sales management, sales process, sales call and account management perspectives. Proposal writing skills are imparted through hands on sessions. The competencies identified before are incorporated in the program design.

Delivery

Keeping in mind the learners ability to absorb the content, adequate practice sessions are built into the learning sessions. Experienced consultants and executive education faculty deliver the sessions to perfection and constantly evolve the contents.