Company:

- $10 billion per year Engineering Consulting Firm

Type of Business:

- Engineering consulting and construction

Objectives:

- Teach engineers business development skills
- Transition from “bid responders” to “pro-active sellers”

Scope:

- Develop and implement consultative sales discovery processes
- Train engineers and chemists on sales skills necessary to discover more opportunities within current accounts
- Accountability follow-up to insure implementation

Result:

- Increased ratio of private business to public sector
- Shortened sales cycle on large clients