Prepared by: Peter Klinge, Jr., Regional Managing Principal - Salt Lake City
Industry: Mineral Exploration
Revenue: 2008 estimated $2Billion + Public
Location: Salt Lake City, UT

Client Background: The company is a worldwide leader in drilling services and products to the mining, construction, and environmental sectors.
Business Situation:

• Significant challenges associated with managing up and down cycles of mineral commodity sectors.
• Macro economic situation of significant growth cycle coincides with corporate transformation from subsidiary to independently traded public company
• Business strategy, process, and cultural changes necessary for successful transition to improved customer management focus.

OneAccord Solution:

• Client company requested OneAccord focus on two main areas:
  • U.S. product store strategy
  • Key worldwide account development
• Significant to both areas; necessary: both were necessary
• How helped: focus strategic priorities:
  • People
  • Customers
  • Product & Service
• Transform sales organization from transactional to relational account management approach
• Key idea was to justify the company's margin of value to customers by: Its commitment to help customers with products and service availability to address their needs and pain issues over extended relationships in different cycles.

Engagement Highlights:Working with the CEO and senior management OneAccord's work included:

• Products distribution and retail business strategy
• Strategic roll out plan
• Creation of outlet operations manager manual
• Customer insights development to ascertain need requirements of global customers
• Development of company's value proposition approach to selling higher value solutions to top customers
• Worldwide sales development workshops for the products sales organizations to nurture account management approach
• Customer problem solutions and relational sales
• Built long term account plans and sales deals
• Core metrics

Results:

• Greater account management focus with higher revenue & margin value
• Re-energized sales organization motivation for improved customer relationship selling
• Revenue gains from 2005 to 2008 exceeded 25% to nearly $2B. This revenue achievement is a 5x increase over 2000.