Fluor

One of Fluor's strategic accounts merged with another company, and Fluor's long-standing relationship was put into jeopardy. Fluor recognized that it must actively pursue a better understanding of the new parent company to protect its relationship. Fluor's leadership also seized the opportunity to apply a new planning rigor for all of their accounts.

Critical Path Strategies recommended that Fluor implement a consistent, repeatable process that introduced a set of thought processes to enable the selling teams throughout the company to look at their clients and associated opportunities with a new perspective.

As a result of the process implementation, Fluor's selling teams:

Gained confidence in aligning their company’s capabilities with their clients most pressing needs and articulating to key decision makers and influencers
Proactively pursued key relationships at multiple levels within their customers’ organizations
Grew revenue significantly and exceeded their management’s expectations