Arup
Our Client - Introducing a structured approach to Business Development in a technical environment.
Arup is a global engineering firm of designers, engineers, planners and business consultants providing a diverse range of professional services to clients around the world.
The Issue
Like many firms in the engineering and technical arena, the culture is based very much around scope and compliance. Arup are involved in most major construction projects around the world from New York Metro, Sydney Harbour Opera House to Beijing Olympics. With increasing competition, and the current cost cutting climate, it has become essential to build on the relationships the technical experts have by winning further business and proving the true value expected.
Many of Arup’s professionals still see the word “sales” in a negative light, aligning it with the wrong end of the sales profession, and so are potentially not as proactive as they could be. This ultimately leaves the business development to just a few individuals.
The issue therefore, has been to find a way to harness the strong reputation Arup has, alongside the relationships that are constantly being built and ensure continued growth in winning the right business. This can be achieved by making business development and relationship management a core part of each person’s role.
Our Approach
The strategy has been to introduce a companywide structured approach to business development. Sales training is an essential part of this process. SBR Consulting were chosen as the preferred provider for sales training for three main reasons:
• We train a Consultative Sales Methodology unlike many other traditional sales training models.
• SBR Consulting understands that, with technical experts, it is not purely skills training that is needed. In order to change behaviour, the training must also address the mindset, confidence and sales activity aspects. All of our training encompasses these aspects
• SBR are experts in our field and train “how” to sell not just “what” selling looks like
The SBR model of Research, Consult, Create and Embed was carried out and 2 programmes have been created:
• High Performance Sales Habits Programmes for Consultants
• Customer Relationship Management programme with leaders across the sectors
The Result
There are countless examples of projects from £20,000 to £500,000+ that have been won by Arup consultants at different grades, all based on a much more proactive mindset and skill level at consultative selling.
There is now a cross company culture around the importance of sales and Arup consultants have developed a conscious competency around sales methodology and skills.
Arup now have sales pipelines that are being maintained, and forecasting is therefore much more accurate within the individual practices.
External auditor LRQA shared that the customer relationship journey was the best example they had seen of following a process to achieve the objectives set out. Overall there has been a large increase in sales activity across all consulting grades.
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Building the 'habit' of selling and maximising business potential
We wanted to put in place a sales process to support the growth of the business and utilise the great strength of the technical experts in the sales cycle.
Developing the sales pipeline whilst maintaining current business
One of the biggest challenges for any growing professional consulting practice is to keep focused on adding to the sales pipeline and managing the process.
Changing Customer Environment
Providing Sales Leadership capability company-wide to equip staff with the skills the changing environment demanded.