Arup is a global engineering firm of designers, engineers, planners and business consultants operating in 33 countries across the world, providing a diverse range of professional services to clients around the world. It is the creative force at the heart of many of the world's most prominent projects in the built environment and across industry.
The Brief
Like many firms in the engineering and technical arena, Arup’s culture is based very much around scope and compliance. Arup are involved in most major construction projects around the world from New York Metro to Sydney Harbour Opera House and more.
With increasing competition, and the current cost cutting climate, it had become essential to build on the relationships the technical experts have by winning further business and proving the true value expected.
The Approach
The strategy was to introduce a company-wide structured approach to business development. Sales training is an essential part of this process.
Many of Arup’s professionals saw the word “sales” in a negative light, aligning it with the wrong end of the sales profession, and were potentially not as proactive as they could be. This ultimately left the majority of business development activities to just a few individuals.
To find a way to harness the strong reputation Arup has, alongside the relationships that were constantly being built and ensure continued growth in winning the right business. This was achieved by making business development and relationship management a core part of each person’s role. This led to a much more proactive mindset and skill level at consultative selling.
The agreed model of Consult, Create and Embed was carried out and 2 programmes were created: High Performance Sales Habits Programmes for Consultants & a Customer Relationship Management programme with leaders across the sectors.
The Results
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