Past Pursuits

GOAL:

Improve sales effectiveness through 360° analysis.

 

Approach: 

Develop system to accurately capture data at each stage of the sales lifecycle. Store, process and provide visualization to business leaders.

 

Outcome:

Improved win rates and go/no-go decisions by providing business leaders insight across a wide variety of dimensions through a combination of interactive reporting and coaching to improve adoption.

 

Systems:

•Various CRMs (AEC360, Dynamics, Salesforce, Unanet)

•MS SQL Server

•MS Power BI

GOAL:

Reduce CRM cost and improve data quality and reporting.

 

Approach: 

Detailed existing workflow, gained feedback from participants, created plan that acknowledged realities of sales in a technical organization.

 

Outcome:

Leveraging email templates and Power BI, implemented a plan that significantly reduced CRM labor and license costs while increasing data quality and access to reports and dashboards.

 

Systems:

•MS Outlook

•MS Dynamics CRM

•MS Power BI

GOAL:

Automation of proposals.

 

Approach: 

Aligned existing system functionality and proposal templates to automate proposal production.

 

Outcome:

Reduced the effort to develop thousands of proposals annually by 20-30% while improving consistency and ensuring inclusion of the correct commercial documents, with no net new costs.

 

Systems:

•MS Dynamics CRM

•MS Word

GOAL:

Create visibility into forecasted workload from the sales funnel.

 

Approach: 

Identified minimum viable inputs and created automation for opportunity revenue forecasting, surfaced information in Power BI.

 

Outcome:

Reduced unexpected workload peaks and valleys. Over time, managers used the information to inform strategic pricing decisions, improving margins.

 

Systems:

•MS Dynamics CRM

•MS Power BI

GOAL:

Improve lean practice adoption.

 

CLIENT:

Large general contractor.

 

Approach: 

Defined metrics and KPIs aligned with lean adoption best practices, and implemented data capture and reporting strategies.

 

Outcome:

Improved lean practice adoption across the firm’s project portfolio through increased visibility of key metrics with stakeholders.

 

Systems:

•SQL Service (custom ticketing system)

•Accumatica ERP

•MS Power BI

GOAL:

Improve project profitability.

 

Approach: 

Defined business dimensions influencing project profitability and available data sources. Built custom data flows to cache data extraction.

 

Outcome:

Significantly increased reporting speed, providing leaders with actionable information that improved project profitability.

 

Systems:

•SQL Service (custom ticketing system)

•Accumatica ERP

•MS Power BI

GOAL:

Automate field data gathering and report generation to relieve pricing pressure.

 

Approach: 

Mapped workflow, developed location-based field input forms, then automated data push to the cloud, draft report generation, notifications, and filing.

 

Outcome:

Delivered the firm’s first ‘paperless project’ eliminating all admin support. Leveraged data sets for continuous improvement benchmarking and training with field contractors.

 

Systems:

•Pocket Forms

•MS Word

•MS Outlook

GOAL:

Develop AI seller-doer training tool.

 

Approach: 

Identified desired functionality, leveraged available data sets, created synthetic training data to fill gaps, and explored low-cost and expensive AI compute options.

 

Outcome:

Created Seller-Doer GPT, a public and private-facing AI chatbot that helps employees improve their client conversation skills.

 

Systems:

•AWS SageMaker

•ResearchGPTJava

•Llama-2

•ChatGPT