Selling Oilfield Services

Oil rigs in Iraq

The Challenge: An oil field services company in the Middle East approached Warren Business Consulting seeking to leverage the region’s increasing attractiveness to the international oil and gas community by putting in place a leading sales force able to engage both local and international companies, and win profitable business.

 

Approach

Four key steps were taken:
  • Met with client to understand the opportunity and client specific needs.
  • Proposed a specific training programme to introduce the client’s professionals to an established E&P specific sales methodology applicable throughout the sales cycle, from lead identification to bidding and negotiation.
  • Used client’s most pressing challenges as case studies within the programme
  • Designed, developed and delivered a specific training course at the client’s location.

Benefits

By applying the course, concepts and techniques:
  • The client wins more profitable business.
  • The client’s success ratios improved.
  • Operating margins of the client widened.
  • Customer satisfaction increased.

 

Next Case Study: Developing the Team at a State-owned E&P Company

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