Case Analysis on:-

ENSR International

Submitted by:Nimish Mohanan

EPGCMM-07-15

 Which of the proposed solutions do you favour and why?

I favour Andersons Key account management program for the following

reasons:1. Putting up a key account manager would benefit the company to build good
and long term relationship with the existing clients. It would also help in
getting more business.
2. This will help in aligning the companys objectives of revenue with the
employees compensation.
3. With a Key account managers in place, it would help in creating SME
(Subject Matter Experts) within the region or group. That would help them
in understanding the clients need better and deploying the right resource
for the right client based on their requirement.
4. The case says that the initial discussions starts with the RFPs, with Key
account managers in place it would help to create a good RFP draft
matching the right requirement of the client. This way they can win more
clients and business.
5. For any other option like putting up a team of BDO wont help as BDOs cant
be experts like key account managers and BDOs arent able to give clients
the right information and knowledge along with the expert opinions.

What is the ideal client for ENSR?

1. The Ideal client for ENSR would be the ones who have strong relationship
with ENSR, and ideally the repeat customers. With the repeat customers
they save a lot of money in consulting and thus they will spend less time in
looking for clients and building relationships.
2. With the repeat customers, they can focus more on the services and hence
improving the overall billing by providing extra services
3. They should also focus on clients asking for services like Air Quality,
Redmediation /Site closure, or due diligence and Capital permitting (exhibit
10), these service lines fetch more revenue for ENSR.

Are they getting enough of their ideal clients?

1. Exhibit 7 shows ENSRs utilization capacity which has never exceeded 60%.
It is 55% below the normal 60% to 70%.
2. Their 100 consultants and Seller Doers were spending half of their time in
developing relationship and prospecting new clients rather than focusing on
their billing hours to projects.
3. Exhibit 1 also says that they did not meet their expected revenue
objectives or profits estimated.

 What is the ideal client for a CSC manager?

1.
2.
3.
4.
5.

The Ideal client for CSC manager is the ones with whom they have had a long
term relationship as it requires fewer resources like time and money.
The ideal clients would be the ones whose requirements can be fulfilled by
CSC own consultants as their compensation is based on their profit.
The CSCs revenue is based on the billing by their own consultants.
They prefer clients within their region as it would reduce the cost of travelling
and thus drive more profits.
The key to their success is in the billing and the utilization rate, hence a long
term relationship client would always help them in driving more business and
increasing the overall utilization ratio and thereby generating more revenue.