One of our clients faced a new challenge after the German and many other governments decided to gradually phase out nuclear energy. Our client is a process partner to national and international companies that provide technical services in the fields of systems and energy technology as well as evaluation, testing, and consulting services. The majority are institutions with an increased hazard potential such as nuclear facilities, atomic power plants, medical technology, and industrial installations.
Prior to this, testing services were automatically requested since nuclear facilities in particular are subject to a continuous monitoring obligation. A classic sales organization had thus not been required – until now. Working together with Global DiVision, the client for the first time developed and implemented an international sales strategy.
“When developing such processes,” says Dr. Monika V. Kronbügel (PhD), “it is crucial that senior executives are integrated into the development process from the beginning – i.e. the first analysis. In addition to the actual measures, a communication team was established and participated in a boot camp with the goal of ensuring that the three modules for modern sales methods that had been introduced remained agile in the long term.”
“Our client,” continues Dr. Monika V. Kronbügel (PhD), “is benefitting from newly developed product bundles, improved communications, and harmonized processes. The sales model is being continuously further developed and more precisely defined, both for the national and the international markets.”