BOMBARDIER Transportation has adopted analytical tools from Intellectual Capital Development Ltd to manage its sales processes.
Specialised audit processes are needed because of the long sales cycle of six to 24 months between the start of planning and the submission of a tender, and the average delivery time of 30 months. ICDL says its package allows Bombardier to target the most profitable opportunities, while eliminating those which could risk damaging the company’s credibility.
ICDL has provided training for sales and marketing staff to ’focus on creating value and assessing the opportunities with a broader view’, according to Heikki Viika, Bombardier’s sales director for main line operations.
