You are on page 1of 8

ENSR International

Group 1

Nov 24, 2014

Presented By: Group 1


Lavanya Baskaran
Punit Pandia
Sushant Arora
Varun Kalra

27NMP18
27NMP62
27NMP30
27NMP74

Company Background

ENSR is an environmental Consulting firm, having 70


offices worldwide, including 45 in the US

Has 1200 employees having expertise across 60


different technical disciplines

Service Lines

Air Quality
Water Quality
Process Engineering
Due Diligence
Environment Health and Safety
Remediation /Integrated Site Closure
Capital Permitting /Impact Assessment
Other

Problem Statement & Solution


Problem Statement

Flat Revenue Figures - Poor earnings for 2 consecutive years

Low Utilization Rates To Improvise the employees


productivity

Tougher Market Conditions ahead Hughes- Hailey beat


ENSR for the highly coveted Westchem project

Working harder vs. Working smarter

Solution Proposed
Webers BDO Program

Kellehers Incentive Program

Andersons Key Account Program

Webers Suggestion
To have Business Development Officers - BDOs
I. Their role job would be to sell
II. The compensation would be given solely on the basis
of the sales targets achieved
PROS
BDOs will be completely dedicated
to selling and can hence improve
the sales

CONS
The compensation does not provide
for motivating the BDOs in
maintaining relationship
management

The compensation would be linked


The BDOs compensation plan does
directly to the sales and prevent any not focus on profitable Account
downside risk
Retention

Kellehers Suggestion
To improve the incentive system
I.

The current system exerts more emphasis on specific


objective aspects such as sales, leads and billable
hours
II. The incentive system must reflect the other tasks
carried out by the consultants, hence making it more
subjective
PROS
The subjective compensation plan
might help in motivating the
employees by integrating various
tasks done by the consultants

CONS
It does not consider clearly defining
the sales tasks

Andersons Suggestion
To build a key account program
I.

The key account program will integrate the CSCs in


order to make them work together with their common
clients
II. Teams will be formed with consultants across the
CSCs dedicated to each of the common clients
PROS
The formation of teams across the
CSCs will help ENSR have dedicated
teams to concentrate on specific clients
from which good revenues are
generated

CONS
This is a huge task and involves high
amount of risk
Assessment has to be made on the
feasibility in integrating the various
CSCs

Recommendation
Partially integrate CSCs by forming teams to
concentrate on the common clients and also share
the workforce capabilities
The employees need to be motivated by a more
subjective compensation system which reflects the
various
tasks
performed
by
the
consultants/employees as a Team/ Account.
Since the latest trends indicate that the RFPs come
from the firms with which the relationships have
already been made, changes must be made to
improve those client satisfaction and account
retention 80% of revenue comes from 20% of
clients

Recommendation

Define Sales Goals clearly; Align with company


strategies

Apart from sales volume, the other measurable


things are profitability, cross selling, new product
introduction & inputs from colleagues

As sales tasks change, sales training should change


too

You might also like