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Optimization of sales and tendering set up in the EPC industry



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Dr. Bruno Glaus

Partner / Switzerland


Dr. Steffen Petersen

Partner / Germany


Point of view : Practices observed on how to increase hit rates, reduce selling expenses, and transform into a top performer

By Bruno Glaus, Peter Odenwälder, Steffen Petersen & Seonag Doherty


Major players in the Engineering, Procurement, and Construction (EPC) industry report a wide range of selling expenses with varying degrees of sales effectiveness. To better understand the dynamics at play influencing performance, measured by e.g., order intake and hit rate, CYLAD Consulting undertook a study to identify best practices for an effective Sales and Tendering set up.

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