Sales/Business Development Process Re-engineered

The Problem

When growth and revenue targets of a company are not being reached, it is not always clear where the problems lie.

In this company, it seemed that the sales-to-delivery process in general was flawed, causing much frustration with both the Sales/Business Development staff and the Operations/Product Delivery staff.

The Solution

Carolyn Picciotti led the team of representatives from all functional areas to:

• Evaluate the sales and product delivery process and identify points of weakness and failure

• Identify significant improvements and reach buy-in, focusing on:

• Communications about product capabilities

• When to involve product delivery staff in the sales process

• How to manage changes in scope between clients, sales and product delivery staff

The Result

• Delivery timeframe for products was reduced, strengthening the company's reputation in the marketplace

• Process improvements for the sales and product delivery staffs eliminated the counter-productive finger-pointing and set both areas up for success

Next Process