Building a Sales Organization for an organization acting in Testing, Certification and Inspection (TIC) Industry: B2G fo

Project status
Project posted
29th July 2014
Project duration (approx.)
121.0 Days
Budget (approx.)
€0 / day
Industry
Area of expertise
Sales / Business Development
Required market experience
Switzerland (Essential)
Consultant location
On-site
Location
Switzerland

Background & Objectives

This project is driven by the need for a company (family owned) acting at a global level to become professional in BD & Sales, areas that are now critical for the company survival. For years the company was very successful and still is a market leader in its industry niche (Government Inspection Services  - GIS) however the market has matured, industry barrier are falling and new competitors are pouring in at a time when the demand for our traditional services and business model (focused on PPP and BOT type of contracts) drop significantly. Continuing to address the BD & S processes as in the past ( more or less happening on ad-hoc basis) is no longer an option . Previous attempts to build a professional BD & Sales organization failed mostly due to lack of professional expertise as well as focusing too much on results and not at all on the process...We are now looking to build from almost zero a new BD organization able to adapt to the new market realities and generate the revenue needed for the company to survive in the most effective and efficient manner. 

Key deliverables

Consultant requirements

Requirement: Do you have the necessary experience in establishing a BD unit in an organization acting at an international level? Are you able to provide references, examples?
Desired response: Yes

Requirement: Cultural fit is critical for success. Are you familiar with "family owned" working environment? The founder passed away, CEO and Chairman of the Board is one of his sons that is very much involved in the daily activities.
Desired response: Yes

Requirement: Embracing uncertainty and being flexible are two necessary skills and together with being able to manage and implement change will play an essential role in achieving success. Would you feel able to keep the focus on what is important and be the most productive in such circumstances?
Desired response: Yes

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