1. Synopsis – situation
Bob Petersen is facing:
poor earnings 2 years in a row and the bottom-line results could and should be improve significantly he is talking to Kathy Anderson to finalize the meeting on Monday to better improve the firm’s utilization of it’s key resource: consultants.
Players:
Bob Petersen (president)
Bob Weber (Operations)
Bob Kelleher (Human Resources) – talks about cutting people
Kathy Anderson (Senior Vice President of Sales & Marketing)
Ed Bernice (Chief Financing Officer) – talks about cutting people
Company background:
Enviromental consulting industry
Founded by Norman Gaut and James Mahoney
Service Lines: Air and Water Quality, Process Engineering, Environmental Health & Safety,
Due Diligences, Impact Assessment, Remediation/Integrated Site Closure, Capital Projects
Permitting
60 different technical disciplines such as meteorology, atmospherics, biology, chemistry or engineering 70 offices or Client Service Centers (CSCs) each run by a CSC Manager
Total gross sales of $22o million expected apx. 3000 projects in 2000
Organization/Management: Of ENSR’s 1.200 employees
900 were qualified to act as environmental consultants (100 were designates as
“seller-doers”
15 were fully dedicated to management
300 employees provided administrative support to the active consultants/managers
2. Sales process:
Project arose as part of a larger project new facility, redesign/expansion of a manufacturing process Sometimes discussion begin well in advance with companies
help conceptualize more clearly the nature of the project
and the specific consulting needs
influence the specifications of the RFP
1. Request for Proposal: first formal step in the bidding process
Sent to between 3-5 consulting firms
3 weeks time to submit a bid
3-4 consultants o CSC elects Proposal Manager to marshal resources +