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Client Success

Increase Sales Win Rates, C-sat with Better Targeting & Skills

Background:

A leading group company involved in Engg and Enterprise Solutions for manufacturing sector to group companies & 3rd parties wants to increase sales win rates, C-sat with better targeting and skills and thus improving its client centricity

Condition:

• Projects with few group companies had frequent escalations.
• Most external projects had budget and time overrun.
• Client satisfaction scores were low. Sales Win Rates and projects awarded were of low value.

Big 4 Actions:

• Improved the Project Value and Win rates based on targeting the influencers instead of the decision makers.
• Customer Satisfaction Analytics to build a predictive model and key drivers
• Coaching of Delivery Managers and Project Managers on handling client reviews, communication and relationship management (influencing framework)
• Review of internal project management process and fix internal measures, risk assessment, resource management and client dashboards