Case Stories
Read how COWI SE got experts to ‘sell’
5-week intensive sales support and real-time coaching
Background:
- Culture built through acquisition of smaller consulting firms
- 3 locations, 4 sectors, approximately 900 FTE
- Strategy ‘FUTURE NOW’ with a focus on sector, geography, and Go-to-Market
- Sales targets unmet for the past 8 years
Challenge:
- Only top 3 providers proactively invited to tender (COWI SE currently ranks 8th)
- Small customers and projects create a sense of busyness and scarcity
- Reactive sales behavior limits utilization of framework agreements, upselling, and new sales
- Skilled experts lacking a proactive KAM/sales culture
Process:
- Deep dive into GTM, customer surveys, analysis, KPIs, etc.
- Interviews, behavioral observations, sparring, consulting, and tool introduction customized to the consulting unit and challenge
- 5-week intensive support by a GC team of 3 consultants, a PM, and a partner
Outcome:
- Order Backlog increased (+5 months ahead)
- Weekly reporting to management on sales role distribution, cultural barriers, KPIs, modus operandi, onboarding, etc., supporting critical business behavior and culture
Tipping Points:
- Initial large projects won (already underway before engagement start)
- Push from management to make active choices
- Recommendations internalized by management, who took over implementation
Deliverables:
- A comprehensive plan addressing each challenge, creating lasting impact
- Visual tools and shared frameworks to underpin sales behavior
‘Garde Consultants is a leading consultancy in Behavioral Economics, specializing in everything related to behavioral design and culture.’
CEO COWI Group
