Product details

By continuing to use our site you consent to the use of cookies as described in our privacy policy unless you have disabled them.
You can change your cookie settings at any time but parts of our site will not function correctly without them.
Case
-
Reference no. 9-503-075
Subject category: Marketing
Authors: David B Godes
Published by: Harvard Business Publishing
Originally published in: 2003
Version: 27 May 2004
Length: 24 pages
Data source: Field research

Abstract

What is the best way to 'sell' consulting services? Should the firm focus on key accounts? Should it have dedicated salespeople? How should the firm account for 'selling' activities in its compensation plan? ENSR is an environmental consulting firm located in Westford, MA. It consults on a variety of topics, such as air and water qualit, wildlife resource management, and workplace safety. As a result, its 1,000 consultants are drawn from very diverse backgrounds. The firm's top management seeks to deliver sales and utilization growth from this complex organization. The question is how should they do it?
Size:
1,000 employees, USD210 million revenues
Other setting(s):
2000

About

Abstract

What is the best way to 'sell' consulting services? Should the firm focus on key accounts? Should it have dedicated salespeople? How should the firm account for 'selling' activities in its compensation plan? ENSR is an environmental consulting firm located in Westford, MA. It consults on a variety of topics, such as air and water qualit, wildlife resource management, and workplace safety. As a result, its 1,000 consultants are drawn from very diverse backgrounds. The firm's top management seeks to deliver sales and utilization growth from this complex organization. The question is how should they do it?

Settings

Size:
1,000 employees, USD210 million revenues
Other setting(s):
2000

Related