Manufacturing

A leading microelectronics manufacturer worked with SPG on a combined consulting and training initiative. Responding to bids had tied up much of the company's resources, without any way to evaluate the probability or cost of success. The consulting team developed a methodology for account teams to evaluate buyer behavior and reactions from competitors, as well as analyze costs to prepare for customer negotiations. We quantified the dollar value this company delivered to its customers for different products, and trained account teams from across the country on how to use it. Adopting this process enabled the company to make better strategic, long-term marketing decisions regarding the allocation of technical resources, and better prepared their product teams for customer negotiations. One account team netted an extra $1 million in one negotiation by employing what they had learned from SPG.