lec_04_wv - MIT OpenCourseWare http/ocw.mit.edu 1.133 M.Eng...

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MIT OpenCourseWare http://ocw.mit.edu 1.133 M.Eng. Concepts of Engineering Practice Fall 2007 For information about citing these materials or our Terms of Use, visit: http://ocw.mit.edu/terms .
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Getting Work Getting Work A Large Firm A Large Firm Perspective Perspective Willie Vicens Willie Vicens Chief Operating Officer Chief Operating Officer Consulting & Engineering Divisions Cambridge, MA Cambridge, MA September 17, 2007 September 17, 2007
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Outline of Presentation: Outline of Presentation: Describe CDM and its client base as background to our selling approach Outline a business development process from perspective of a large consulting engineering firm* Describe each stage in the process and how it fits together Describe a “real” example of a “winning chase” *Reference: Miller, R.B., and S.E. Heiman, Strategic Selling, Warner Books, 1985
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Background on CDM and its Clients Background on CDM and its Clients Almost 4,000 employees in more than 100 offices worldwide Focus is on infrastructure projects -- environmental and transportation related Capabilities in consulting, engineering, construction, and operations CDM’s Domestic Offices
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Market Leaders* Market Leaders* Provide value through:± Operational excellence (e.g., Dell)± Product Leadership (e.g., Intel)± Customer Intimacy (e.g., IBM)± Must be the best in one dimension Must maintain high standard in others Must improve in all areas every year * = From Treacy, M. & F. Wiersema, The Discipline of Market Leaders , Addison-Wesley, 1995
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CDM CDM s Approach s Approach Engineer technically sound and innovative solutions. Be cost-effective in delivering services in a total project cost context. Provide exceptional client service
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Stage 3 Go/Stop Evaluation Stage 1 Strategic Planning Stage 2 Client Relationships/ Strategic Selling Stage 4 Strategic Brainstorming & Storyboarding Stage 5 Proposal Stage 7 Debriefing Stage 6 Presentation RFP Business Development Process Business Development Process CDM views it as having seven stages Stage 3 Stage 3 Go/Stop Go/Stop Evaluation Evaluation Stage 1 Stage 1 Strategic Strategic Planning Planning Stage 2 Stage 2 Client Relationships/ Client Relationships/ Strategic Selling Strategic Selling Stage 4 Stage 4 Strategic Strategic Brainstorming & Storyboarding Storyboarding Stage 5
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