Economic Paper
1. Which of the proposed solutions do you favour and why?
An account manager (Sales) is a person in a business who is responsible for the management of the sales and relationship with particular customers. They are usually allocated particular customer accounts, especially key accounts that provide the most business.
So it is beneficial to opt this solution. By choosing the key account solution we can ensure alignment of employee compensation with overall corporate profit objectives. Each CSCs are evaluated against their performance in terms of profit they make. The managers would always deploy their consultants to their own benefit even if these consultants are better suited for different projects run by other CSCs. Depending on the specific needs of a prospective client in the manager’s region; the CSC may or may not contain the necessary expertise to win a project. Implementing a key account program will allow the right expertise to be allocated to the right accounts.
Clients often need a certain type of expertise across a range of geographic locations and with the present CSC’s structure; the client would need to build new relationships with several CSCs dispersed geographically. This requires a great deal of company resources, including consultant time and money. Under a key account program, the relationship would be limited to one project team. This heightens the chance of building a strong relationship with the client. Relationships between clients and suppliers are becoming increasingly important, since there is a new industry trend where clients are limiting the number of suppliers/consultants employed by the firm.
2. What is the ideal client for ENSR?
The ideal client for ENSR would be a company who is willing to award a sole source contract. In addition to this, the ideal company would be willing to build a long term relationship. This would help ENSR utilise the resources right from the beginning. Extreme price pressure might get mitigated.
An account manager (Sales) is a person in a business who is responsible for the management of the sales and relationship with particular customers. They are usually allocated particular customer accounts, especially key accounts that provide the most business.
So it is beneficial to opt this solution. By choosing the key account solution we can ensure alignment of employee compensation with overall corporate profit objectives. Each CSCs are evaluated against their performance in terms of profit they make. The managers would always deploy their consultants to their own benefit even if these consultants are better suited for different projects run by other CSCs. Depending on the specific needs of a prospective client in the manager’s region; the CSC may or may not contain the necessary expertise to win a project. Implementing a key account program will allow the right expertise to be allocated to the right accounts.
Clients often need a certain type of expertise across a range of geographic locations and with the present CSC’s structure; the client would need to build new relationships with several CSCs dispersed geographically. This requires a great deal of company resources, including consultant time and money. Under a key account program, the relationship would be limited to one project team. This heightens the chance of building a strong relationship with the client. Relationships between clients and suppliers are becoming increasingly important, since there is a new industry trend where clients are limiting the number of suppliers/consultants employed by the firm.
2. What is the ideal client for ENSR?
The ideal client for ENSR would be a company who is willing to award a sole source contract. In addition to this, the ideal company would be willing to build a long term relationship. This would help ENSR utilise the resources right from the beginning. Extreme price pressure might get mitigated.