Maersk's challenge
Maersk is a transport and logistics giant and a global leader in container shipping and ports, with roughly 88,000 employees across 935 offices in 130 countries. Its legal team in India handles claims, contracts, incident management, insurance and global stakeholders every day, so better negotiation has a direct impact: faster contract closure, better recoveries and better claim handling.
The problem: the team had some of the lowest training participation and completion rates in the whole company, a mere 4%. Training meant full-day classroom sessions: little flexibility for employees, high travel costs and a huge opportunity cost for the business.
- Build the negotiation skills of the legal team in India.
- Lift training participation and completion from a mere 4%.
- Offer flexible, innovative training with an impact on financial performance.
- Move away from full-day classroom sessions and their travel costs.
The solution
Maersk chose Merchants, the Game Strategies negotiation serious game. Players become Carlo Vecchio, a young merchant in 15th-century Venice who wants to become the greatest merchant of the age, mentored by Leonardo da Vinci or Machiavelli. It was the first time Maersk had applied gamification to learning: a calculated risk.
Over the course, participants take on six real negotiation cases in a simulator: they make decisions with the information available and learn from both their mistakes and their successes, without any real financial risk. Leaderboards, ranks and the money accumulated keep motivation high.
And because it's online and multi-platform, the teams in Mumbai and Pune could play on any device, whenever they wanted, saving their progress and moving at their own pace.
The games they played
In their own words
From an L&D perspective, we wanted higher learner participation and to cater to the immediate business need of negotiation upskilling. I also had a larger goal to create a culture of learning. Merchants offered the content which was easy to navigate and understand across the board. We not only met 100% completion rates but also created an ask for more learning! I highly recommend this solution.
The concepts are introduced in a simple manner and the exercises enable one to practice these concepts in such a way as to see their benefits immediately. Great recommendation by L&D, we are pleased to see the momentum.
It has been a wonderful learning experience we have had through the gaming platform. It surely made learning all that much more fun. The pulse around the floor is that they thoroughly enjoyed the learning experience and are hungry for more.
The results
One number sums it up: aging claims fell by 10%. On top of that, the company increased its cost avoidance on settlements by 10%.
Participation went to another level: every registered employee completed the course (100%), in a team whose completion rate on other courses was only 4%. 95% say what they learned applies to their professional and personal lives. And L&D found something new on its hands: people asking for more training.
More case studies
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Shall we play?
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