Our client is a global management consulting firm offering infrastructure advisory and consulting services to aviation, surface transport, infrastructure and government markets. In an effort to increase revenue through enhanced account management and more targeted selling, our client sought to transform their sales capability to ensure their consultants were equipped to maximise business development opportunities.
OUR CLIENT SAID
“Our Gate One consultant was excellent. Combining credibility with pragmatism he fitted seamlessly into our team. This helped him to really get ‘under the skin’ of our needs and translate this to meaningful change ‘at the coal face’ which has made a tangible difference to the way we do business.”
HOW WE HELPED
Design a new methodology to address the process, tools and people aspects of business development in the organisation. This entailed:
- Process: Identification and prioritisation of key accounts and developed enhanced account management process with associated governance controls.
- Tools: Development of library of tools, templates and user guides for all aspects of the new methodology and sales techniques. Assessment of existing customer relationship management tool and recommendations for improvement.
- People: Delivered training on new ways of working, establishment and coaching of new account teams, development of talent and performance management approach to embed new ways of working.
New business development methodology introduced, library of tools and templates developed for consistent use, new account teams and governance structure implemented, identification of sales targets and key accounts to pursue, immediate increase in sales pipeline value though more focused targeting.