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CLIENT PROJECT

Sales Acceleration Program

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Royal IHC and RevelX partnered to develop and implement a sales acceleration program growing the order intake from € 100 to € 500 M in 1 year

Client

IHC Merwede is one of market leading shipbuilders in the dredging segment and developing its position in the offshore market.

Challenge

The company wanted to change its strategy by focusing on the offshore market as a second strategic PMC next to its strong position in dredging. Offshore sales however was underperforming, results stayed behind expectations and internal co-operation was sub-optimal.

Approach

We conducted a sales acceleration program consisting of 5 work streams: Improve commercial culture and behaviour. Clarify and illustrate value proposition. Improve proposal management and -engineering process. Accelerate sales process for new products. Improve account management.

Results

The key result of the program was an increased order intake from € 100 to € 500 M.


  • — Cor van der Harst, PMC Director, Royal IHC
    “At the beginning of this project we were afraid that we would get a bunch of ‘baby-sitting’ consultants on our backs, but we have actually never been helped and supported as well as in this program."
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