The client is focused on the excellent technical solutions. Sales is very important but they have difficulty in explaining why they are the best choice within the geotechnical market.

Blue Chain explained how buyers work and think. It’s not a technical world, but rather commercial. Together with the engineering department of the client, we made informative leaflets on the technics and why it is the best technical approach. The benefits and risks were clearly put forward.

In order to help the technical sales agents, we exercised the pitches and the commercial presentations. The advantage was that the negotiations focused on the solutions, and not only on price any more. The client had a higher sales success rate with higher margins.