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Group 1
27NMP18
27NMP62
27NMP30
27NMP74
Company Background
Service Lines
Air Quality
Water Quality
Process Engineering
Due Diligence
Environment Health and Safety
Remediation /Integrated Site Closure
Capital Permitting /Impact Assessment
Other
Solution Proposed
Webers BDO Program
Webers Suggestion
To have Business Development Officers - BDOs
I. Their role job would be to sell
II. The compensation would be given solely on the basis
of the sales targets achieved
PROS
BDOs will be completely dedicated
to selling and can hence improve
the sales
CONS
The compensation does not provide
for motivating the BDOs in
maintaining relationship
management
Kellehers Suggestion
To improve the incentive system
I.
CONS
It does not consider clearly defining
the sales tasks
Andersons Suggestion
To build a key account program
I.
CONS
This is a huge task and involves high
amount of risk
Assessment has to be made on the
feasibility in integrating the various
CSCs
Recommendation
Partially integrate CSCs by forming teams to
concentrate on the common clients and also share
the workforce capabilities
The employees need to be motivated by a more
subjective compensation system which reflects the
various
tasks
performed
by
the
consultants/employees as a Team/ Account.
Since the latest trends indicate that the RFPs come
from the firms with which the relationships have
already been made, changes must be made to
improve those client satisfaction and account
retention 80% of revenue comes from 20% of
clients
Recommendation