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ENSR International
1. The Ideal client for ENSR would be the ones who have strong relationship
with ENSR, and ideally the repeat customers. With the repeat customers
they save a lot of money in consulting and thus they will spend less time in
looking for clients and building relationships.
2. With the repeat customers, they can focus more on the services and hence
improving the overall billing by providing extra services
3. They should also focus on clients asking for services like Air Quality,
Redmediation /Site closure, or due diligence and Capital permitting (exhibit
10), these service lines fetch more revenue for ENSR.
1. Exhibit 7 shows ENSRs utilization capacity which has never exceeded 60%.
It is 55% below the normal 60% to 70%.
2. Their 100 consultants and Seller Doers were spending half of their time in
developing relationship and prospecting new clients rather than focusing on
their billing hours to projects.
3. Exhibit 1 also says that they did not meet their expected revenue
objectives or profits estimated.
The Ideal client for CSC manager is the ones with whom they have had a long
term relationship as it requires fewer resources like time and money.
The ideal clients would be the ones whose requirements can be fulfilled by
CSC own consultants as their compensation is based on their profit.
The CSCs revenue is based on the billing by their own consultants.
They prefer clients within their region as it would reduce the cost of travelling
and thus drive more profits.
The key to their success is in the billing and the utilization rate, hence a long
term relationship client would always help them in driving more business and
increasing the overall utilization ratio and thereby generating more revenue.