Restructuring of an automotive supplier in China

Client:

• Mechanical Engineering – Automation
• 14,000 employees, 500 of them in the business unit on location in Shanghai (China)

Situation:

• Success of the current fiscal year was dependent on a few bulk orders
• Sales targets were seriously jeopardized
• Company lacked clear, target-oriented sales structures and procedures

Results:

• Three-year plan for systematic business and sales development
• Defined and built a regional sales organization, moving away from reactive selling and toward agile selling
• Introduced a milestone-based sales process that increased the number of orders won and reduced time to close
• Key tenders were won through technically innovative and solution-oriented proposals
• Achieved order intake objective
• Stabilized planning